Research On Group-Customers Value Evaluation And Classification Management Strategy Of Harbor-City Unicom In 3G Era

In January 2009, China government issued 3G mobile communication licences. China Unicom get the WCDMA licences, China Telecom get the CDMA-2000 licences and China Mobile get TD-SCDMA licences. It means China comes to mobile internet times and three telecommunication companies of China come to the full services competition times. In 3G era, customer is more focus on products experience value and market strategy is more focus on customer experience, So when corporations researching and managing of customer value, not only from the perspective of corporate profits, but also from the perspective of customer perceived value. To fully realization of corporation value, it must achieve balance and unity the value of both corporation and customer.Through analysis group-customers business characteristics in 3G era and combination Harbor-City Unicom group-customers management situation, this article establishes two-dimensions evaluation model based on group-customers perceived value and group-customers lifetime value. By studying and analyzing Harbor-City Unicom group-customers management situation based on this two- dimensions evaluation model, this article proposes Harbor-City Unicom group-customers value classification marketing strategy,group-customers value upgrading marketing strategy and implementation methods.