The Mobile Telecommunication Enterprise Customer Relationship Value Measurement Model Research

In recent years, customer resources become important impersonate of the enterprise compete ability, and the value customer resource is the indemnity of the enterprise profit. Scrambling for the value customer become a new direction for different enterprises competing and developing. The customer relationship value as an important intangible assets, has been attentive broadly by enterprises. The purpose to study the customer relationship evaluating is measurementing the value using the scientifical method and it can help financial management accomplish the aim of the enterprise value maximum. The mobile telecommunication enterprise is the fastest opened in telecommunication enterprises. It is also one of the earliest enterprises which faced the globalize compete and challenge, and it put forward a new topic for the mobile telecommunication enterprise. There is a few researches about the customer relationship value now, especially the measurement model of the customer relationship value. So this paper analyzes the customer relationship value of the mobile telecommunication enterprise using the finance knowledge. Combining the characteristic points of the mobile telecommunication enterprise, it also studied deeply in constructing the measurement model and the computation model of the customer relationship value.The article first gives the significance of the customer relationship value to financial management, and detailed analyzes the financial and other factors which affect evaluating the value. Then it discusses the computation model of customer current value and potential value. Based on the model, it constructs the synthesis measurement model of the customer relationship value, and discusses three important parameters of the model using the Weibull distribution model and the trace reasoning model on buying decision tree. Finally, this paper constructs the evaluating and measurement model towards the characteristic of the mobile telecommunication enterprise, and carries out empirical study.The main innovation points of this paper is: Firstly, it modifies traditional customer relationship value computer model, using dynamic variable construct dynamic environmental customer relationship value computer model. The variables are the customer retention rate and customer purchase rate in every bargain cycle. Secondly, based on the investigate and research the mobile telecommunication enterprise, according the particulars of the mobile telecommunication, the paper constructs customer relationship value compute model and indicator measurement model, and carries out empirical study.