| Summary: | 碩士 === 國立成功大學 === 電信管理研究所 === 107 === With the development of information and communications technology (ICT), in recent years, the revenue of Taiwanese telecom operators has not only come from traditional telecommunication services: voice, network, etc., but also tying services including value-added services other than traditional telecommunication services. Through the respective annual reports of the top three telecom operators in Taiwan, it can be found that telecom operators are paying more and more attention to the corporate customer market (B2B), attempting to transform into integrated ICT service providers. However, past research on the consumption of telecommunications services focused on B2C, and B2B was rarely discussed.
Therefore, this research is to discuss the corporate customers’ acquisition pattern for telecommunications services. Based on the literature review, we sorted out the two pre-factors that affect the demand of telecom products of corporate customers: industries and business scales. Through this study, we wanted to determine whether these factors influence corporate customers’ acquisition patterns, and then providing telecom operators with advice on how to effectively promote potential telecommunications services to existing customers. This study uses sequential pattern mining as the main research method and uses the corporate customers’ transaction data of Chunghwa Telecom (Taiwan's leading telecommunications industry) and Taiwan government open data to learn about the acquisition patterns for telecommunication services. The result of this research is corporate customers are in a sequential access to telecommunications services. The acquisition patterns of telecom products by enterprise customers vary with the scale of their operations, but not for industries.
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