Analyzing Customers of South Khorasan Telecommunication Company with Expansion of RFM to LRFM Model
Publish Year: 1398
نوع سند: مقاله ژورنالی
زبان: English
View: 614
This Paper With 10 Page And PDF Format Ready To Download
- Certificate
- من نویسنده این مقاله هستم
استخراج به نرم افزارهای پژوهشی:
شناسه ملی سند علمی:
JR_JADM-7-2_011
تاریخ نمایه سازی: 19 تیر 1398
Abstract:
Telecommunication Companies use data mining techniques to maintain good relationships with their existing customers and attract new customers and identifying profitable/unprofitable customers. Clustering leads to better understanding of customer and its results can be used to definition and decision-making for promotional schemes. In this study, we used the 999-customer purchase records in South Khorasan Telecommunication Company which has been collected during a year. The purpose of this study is to classify customers into several clusters. Since the clusters and the number of their members are determined, high-consumption users will be logged out of the system and high-value customers who are missed will be identified. In this research we divided our customers into five categories: loyal, potential, new, missed and high-consumption by using the Clementine software, developing the RFM model to the LRFM model and TwoStep and k_Means algorithms. Thus, this category will be a good benchmark for company s future decisions and we can make better decisions for each group of customers in the future.
Keywords:
Authors
V. Babaiyan
Department Of Computer Engineering, Birjand University of Technology, Birjand, Iran.
Seyyede A. Sarfarazi
Department Of Computer Engineering, Birjand University of Technology, Birjand, Iran.