AN EFFICIENT METHOD TO IDENTIFY CUSTOMER VALUE IN TOURIST HOTEL MANAGEMENT

Changqiu Li

2011

Abstract

Fierce market competition forces tourist enterprise to put more and more attention on the demands of the customer. Customer relationship management (CRM) becomes increasingly important in tourist industry. Identify valuable customers and cultivate these valuable customers is the two basic tasks of CRM. So it has significant meaning for manager to indentify the value of customers. In this paper, we introduce a more convenient statistical method based on RFM (Recency, Frequency, Monetary value) analysis (Xiaoyu Zhao, 2005) to the customer value identification in tourist hotel. We study how to use this method in the management of a tourist hotel. The convenience and importance of this method are demonstrated through comprehensive analysis.

Paper Citation

in Harvard Style

Li C. (2011). AN EFFICIENT METHOD TO IDENTIFY CUSTOMER VALUE IN TOURIST HOTEL MANAGEMENT . In Proceedings of the 13th International Conference on Enterprise Information Systems - Volume 3: ICEIS, ISBN 978-989-8425-55-3, pages 165-169. DOI: 10.5220/0003441301650169

in Bibtex Style

@conference{iceis11,
author={Changqiu Li},
title={AN EFFICIENT METHOD TO IDENTIFY CUSTOMER VALUE IN TOURIST HOTEL MANAGEMENT},
booktitle={Proceedings of the 13th International Conference on Enterprise Information Systems - Volume 3: ICEIS,},
year={2011},
pages={165-169},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0003441301650169},
isbn={978-989-8425-55-3},
}

in EndNote Style

TY - CONF
JO - Proceedings of the 13th International Conference on Enterprise Information Systems - Volume 3: ICEIS,
TI - AN EFFICIENT METHOD TO IDENTIFY CUSTOMER VALUE IN TOURIST HOTEL MANAGEMENT
SN - 978-989-8425-55-3
AU - Li C.
PY - 2011
SP - 165
EP - 169
DO - 10.5220/0003441301650169