Applying Customer Lifetime Value Analysis in Taiwan Liner Industry

This research described in this paper investigated the customer lifetime value (CLV) of a Taiwanese Liner shipping carrier. According to the concept of CLV, all shippers were divided into three groups by cluster analysis and labeled as high CLV group, medium CLV group and low CLV group. Research results confirmed the phenomenon in other industries that most of the profits are derived from a small group of customers. Therefore, business has to focus on its target market and allocate most marketing resources in this segment.

• Corporate Authors:

  World Conference on Transport Research Society

  Secretariat, 14 Avenue Berthelot
  69363 Lyon cedex 07,   France 
• Authors:
  • Yen, Jin-Ru
  • Wu, Chi-Hung Evelyn
  • Lin, Mei-Hsiu
• Conference:
  • 11th World Conference on Transport Research
  • Location: Berkeley CA, United States
  • Date: 2007-6-24 to 2007-6-28
• Publication Date: 2007

Language

• English

Media Info

• Media Type: CD-ROM
• Features: References; Tables;
• Pagination: 7p
• Monograph Title: 11th World Conference on Transport Research

Subject/Index Terms

• TRT Terms: Carriers by mode; Cluster analysis; Customer service; Liner shipping; Marketing; Value engineering; Water transportation
• Uncontrolled Terms: Customer value
• Geographic Terms: Taiwan
• Subject Areas: Administration and Management; Marine Transportation; I10: Economics and Administration;

Filing Info

• Accession Number: 01117487
• Record Type: Publication
• Files: TRIS
• Created Date: Dec 30 2008 12:32PM