本研究以線上服務之顧客消費行為作為分析研究資料,利用RFM模式中的最近購買日(Recency)、購買頻率(Frequency)、購買金額(Monetary amount)三個變數經由兩階段集群法(Two-stage clustering)與自組織映射圖(Self-organizing map, SOM)結合K-means分群法將顧客分群,發現兩種分群法皆可有效的將顧客分群。再透過分群品質評估方法加以比較,得到SOM結合K-means分群法較佳,並將顧客區分別「VIP會員」、「潛在會員」、「待開發會員」及「低價值失聯會員」四個顧客群集,而後針對此分群法所得到的顧客集群給予行銷策略上的建議。在滿意度分析方面,本研究將顧客滿意度中的十三項滿意度項目經由有序資料的因素分析法,將滿意度項目縮減為「專業面」、「系統面」及「資料庫」三項滿意度構面,針對不同的顧客分群及顧客特性(行業別、職務別、地區別及公司規模)進行顧客滿意度差異分析。本研究結果將提供線上服務業者在有限的資源下,可優先滿足重要顧客的需求及品質改善,如此不但可提高顧客滿意度亦為可為企業爭取更大利潤。
In this study, a refined RFM model and two clustering methods, two-stage clustering and integrated self-organizing map and K-means clustering (SOM+ K-means), are proposed to do customer clustering, and to find out the optimal customers’ groups based upon customers’ consumption behaviors in the case of online service. The study results show that the SOM+K-means clustering method has the best performance, which effectively groups customers into four groups, namely, VIP group, potential group, developing group, and low-value without contact group. Besides, this study generalized thirteen customer satisfactions into four aspects by factor analysis of ordinal data, namely, professional, system performance and database factor. By comparing customer’ satisfaction of various customer groups and their characteristics, company can give priority to major customers for improving their service qualities. Finally, based on the study results of customer clustering and satisfaction analysis, we provide suggestions about marketing strategy for each group and recommend about quality improvement to increase company’s profit and also reduce the operating cost as well.