贾慧林外文资料翻译贾慧林外文资料翻译.doc

毕业设计(论文)外文资料翻译 题 目: Data mining techniques for customer relationship management 数据挖掘技术在客户关系管理中的应用 院系名称： 信息科学与工程学院 专业班级： 计算机科学与技术09级04班 学生姓名： 贾慧林 学 号： 200948140404 指导教师： 王自强 教师职称： 副教授 附 件： 1.外文资料翻译译文；2.外文原文。 指导教师评语： 签名： 年 月 日 附件1：外文原文 Data mining techniques for customer relationship management 1. Introduction A new business culture is developing today. Within it, the economics of customer relationships are changing in fundamental ways, and companies are facing the need to implement new solutions and strategies that address these changes. The concepts of mass production and mass marketing, first created during the Industrial Revolution, are being supplanted by new ideas in which customer relationships are the central business issue. Firms today are concerned with increasing customer value through analysis of the customer lifecycle. The tools and technologies of data wareh- ousing, data mining, and other customer relationship management (CRM) techniques afford new opportunities for businesses to act on the concepts of relationship market-ing. The old model of “design-build-sell” (a product-oriented view) is being replaced by “sell-build-redesign” (a customer-oriented view). The traditional process of mass-marketing is being challenged by the new approach of one-to-one marketing. In the traditional process, the marketing goal is to reach more customers and expand the customer base. But given the high cost of acquiring new customers, it makes better sense to conduct business with current customers. In so doing, the marketing focus shifts away from the breadth of customer base to the depth of each customer’s needs. Businesses do not just deal with customers in order to make transactions; they turn the opportunity to sell products into a service experience and endeavor to establish along-term relationship with each c