Feature-based recommendations for one-to-one marketing

  • Authors:

  • Sung-Shun Weng;Mei-Ju Liu

  • Affiliations:

  • Department of Information Management, Fu-Jen Catholic University, HsinChuang City, Taipei 242, Taiwan, ROC;Department of Information Management, Fu-Jen Catholic University, HsinChuang City, Taipei 242, Taiwan, ROC

  • Venue:
  • Expert Systems with Applications: An International Journal
  • Year:
  • 2004

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Abstract

Most recommendation systems face challenges from products that change with time, such as popular or seasonal products, since traditional market basket analysis or collaborative filtering analysis are unable to recommend new products to customers due to the fact that the products are not yet purchased by customers. Although the recommendation systems can find customer groups that have similar interests as target customers, brand new products often lack ratings and comments. Similarly, products that are less often purchased, such as furniture and home appliances, have fewer records of ratings; therefore, the chances of being recommended are often lower. This research attempts to analyze customers' purchasing behaviors based on product features from transaction records and product feature databases. Customers' preferences toward particular features of products are analyzed and then rules of customer interest profiles are thus drawn in order to recommend customers products that have potential attraction with customers. The advantage of this research is its ability of recommending to customers brand new products or rarely purchased products as long as they fit customer interest profiles; a deduction which traditional market basket analysis and collaborative filtering methods are unable to do. This research uses a two-stage clustering technique to find customers that have similar interests as target customers and recommend products to fit customers' potential requirements. Customers' interest profiles can explain recommendation results and the interests on particular features of products can be referenced for product development, while a one-to-one marketing strategy can improve profitability for companies.