Customer segmentation with intelligent tools

سال انتشار: 1389
نوع سند: مقاله کنفرانسی
زبان: انگلیسی
مشاهده: 2,032

فایل این مقاله در 12 صفحه با فرمت PDF قابل دریافت می باشد

استخراج به نرم افزارهای پژوهشی:

لینک ثابت به این مقاله:

شناسه ملی سند علمی:

IMMC04_063

تاریخ نمایه سازی: 19 مرداد 1389

چکیده مقاله:

Business intelligence (BI) is the key used by enterprises to collect, manage and analyze structural and nonstructural data. The result is information and knowledge that can be used to improve the organization’s efficiency. One of the most useful business intelligent tools is Data Mining. In this paper customers are segmented by data mining and data envelopment analysis and profitable ones recognized. Most profitable customers are traditionally considered to be more valuable to the company. Thus finding them is a serious concern. Data envelopment analysis (DEA) is applied to discriminate profitable industrial customers. Industrial customers are organizations and institutions who are the customers of a company and not the individual customers. Individual customers are usually the center of major researches in the field of CRM but in this Research we focus on industrial customers. Profitable customers are segmented, based on their efficiency by DEA and the common pattern between profitable ones is anticipated by K-means and decision tree analysis. The last part of paper is dedicated to a case study that investigates the proposed framework on recognizing profitable customers and segmenting them in a metal casting company in Iran.

کلیدواژه ها:

industrial customers ، customer relationship management (CRM) ، data envelopment analysis ، segmentation.

نویسندگان

Elaheh Gholamzadeh Nabati

Postgraduate student, Science and Research Branch, Islamic Azad University, Tehran, Iran

M.J. Tarokh

Department of Industrial Engineering, K.N. Toosi University of Technology, Tehran, Iran

مراجع و منابع این مقاله:

لیست زیر مراجع و منابع استفاده شده در این مقاله را نمایش می دهد. این مراجع به صورت کاملا ماشینی و بر اساس هوش مصنوعی استخراج شده اند و لذا ممکن است دارای اشکالاتی باشند که به مرور زمان دقت استخراج این محتوا افزایش می یابد. مراجعی که مقالات مربوط به آنها در سیویلیکا نمایه شده و پیدا شده اند، به خود مقاله لینک شده اند :
  • Charnes, A.W., Cooper, W., W., Rhodes, E., Measuring the Efficiency ...
  • Cheng, C.H., Chen, Y.S., Classifying the segmentation of customer value ...
  • Cooper, W..W., Seiford, L. M., Zhu, J., Data envelop analysis, ...
  • Fan, B., A hybrid spatial data clustering method for site ...
  • Ford, D.The development of buyer-seller relationships in industrial marrkets. European ...
  • Forgy, E., Cluster analysis of multivariate data: Efficiency versus interpretability ...
  • Griffin, J., Customer Loyalty: How to Earn I. How to ...
  • Grigoroudis, E., Siskos, Y., Decision Aiding Preference disaggregation for measuring ...
  • Hakansson, H., International Marketing and Purchasing of Industrial Goods: An ...
  • Han, J., Kamber, M., Data mining: Concepts and techniques. San ...
  • Homburg, C., Rudolph, B.. Customer satisfaction in industrial markets: dimensional ...
  • Hutt, MD., Speh, TW., Business Marketing Management: A Strategic View ...
  • Jonker, J.J., Piersma, N., Van den Poe, D., Joint optimization ...
  • Kim, S.Y., Jung, T.S., Customer segmentation and strategy development based ...
  • Lithgren, M., Tambour, M., Theory and Methodology Productivity and customer ...
  • Lee, J.H., Park, S.C., intelligent profitable customer segmentation system based ...
  • Li Wang, Design and Analysis _ Customer Relationship Performance of ...
  • Lin, Y.S., Tsai, K., M., Shiang, W..J, Kuo, T..C., Research ...
  • Luhn, H., P., A business intelligence system, IBM Journal, 1958 ...
  • Maimon, O., Rocach, L., The Data Mining and Knowledge Discovery ...
  • Ngia, E.W.T., Xiu, _ Chau, D.C.K., Application of data mining ...
  • Preis, M., W., the Impact of Interpersonal Satisfaction on Repurchase ...
  • Turnbull, P., Wilson, D., Developing and protecting profitable customer relationships. ...
  • You-Ping, Y., Cai, Shu-Qin, A new approach to customer targeting ...
  • Wang, H., Wang, S., A knowledge management approach to data ...
  • Woo, J.Y., Bae, S.M. and Park, S.C., :Visualization method for ...
  • نمایش کامل مراجع