The KDD process for extracting useful knowledge from volumes of data
Communications of the ACM
The process of knowledge discovery in databases
Advances in knowledge discovery and data mining
E-business: roadmap for success
E-business: roadmap for success
Statistics and data mining techniques for lifetime value modeling
KDD '99 Proceedings of the fifth ACM SIGKDD international conference on Knowledge discovery and data mining
Customer Relationship Management: A Strategic Imperative in the World of e-Business
Customer Relationship Management: A Strategic Imperative in the World of e-Business
The Essential Guide to Knowledge Management: : E-Business and Crm Applications
The Essential Guide to Knowledge Management: : E-Business and Crm Applications
The exploration of customer satisfaction model from a comprehensive perspective
Expert Systems with Applications: An International Journal
A modified Pareto/NBD approach for predicting customer lifetime value
Expert Systems with Applications: An International Journal
Expert Systems with Applications: An International Journal
Expert Systems with Applications: An International Journal
Hi-index | 12.05 |
In order to obtain comprehensive information about customers, this study aims to use a systematized analytic method to examine customers. This study uses LRFM customer relationship model, which consists of four dimensions: relation length (L), recent transaction time (R), buying frequency (F), and monetary (M), to carry out customer clusters. We proceed with this clustering analysis to classify customers in order to set discriminative marketing strategies. In addition, this study further employed a cross analysis over three predetermined dimensions: area, sales, and new/old characteristics to enhance the clustering analysis. The results obtained from the real textile business show that the customer groups formed using the four-factor (LRFM) clustering all has statistical significant differences, and with meaningful explanations in terms of marketing strategy. Thus, this study considers useful for discriminative customer relationship management.