铁路物流2025，Vol.43Issue(12)：5-12,8.DOI:10.16669/j.cnki.issn.2097-5899.20250713001
基于客户需求画像的铁路货运产品适配性评估
Assessment of Railway Freight Product Suitability Based on Customer Demand Profile
摘要
Abstract
To implement the railway freight transformation requirements outlined in the"Action Plan for Effectively Reducing Overall Social Logistics Costs"and to enhance the market competitiveness of railway freight,this paper proposes a suitability assessment method for freight products based on customer demand profiles.Firstly,K-means clustering is used to profile 77 key customers of a Railway Group Company,identifying four customer categories-strategic,value-added,potential,and sporadic-along with their differentiated demands.Based on this customer profiling,an evaluation index system is established that integrates customer demands and railway freight product services.A suitability assessment model for evaluating the match between customer demands and railway freight products is then developed using coupling coordination theory.A case study comparing the suitability of different customer categories with freight products shows that a"dual track"strategy should be implemented for strategic customers:traditional solutions to meet basic demands and customized services to address personalized needs,thereby establishing an integrated"bulk supply chain"freight product.Value-added and sporadic customers exhibit good suitability with the freight products,while potential customers have room for improvement in shipment volume.The research findings can provide a reference for enhancing precision services in railway freight products.关键词
客户画像/铁路货运产品/评估指标体系/耦合协调/适配性评估模型Key words
Customer Profile/Railway Freight Products/Evaluation Index System/Coupling Coordination/Suitability Assessment Model分类
交通工程引用本文复制引用
YAN Song,LIU He,GUO Hechen,TANG Yinying..基于客户需求画像的铁路货运产品适配性评估[J].铁路物流,2025,43(12):5-12,8.基金项目
中国铁路北京局集团有限公司科技研究开发计划重点课题(2025BH01) （2025BH01）
