Data mining with neural networks: solving business problems from application development to decision support
Visualizing customer segmentations produce by self organizing maps (case study)
VIS '97 Proceedings of the 8th conference on Visualization '97
Data preparation for data mining
Data preparation for data mining
Knowledge management and data mining for marketing
Decision Support Systems - Knowledge management support of decision making
Principles of data mining
Neural Networks: A Comprehensive Foundation
Neural Networks: A Comprehensive Foundation
Neural Networks for Pattern Recognition
Neural Networks for Pattern Recognition
Visual Explorations in Finance
Visual Explorations in Finance
Building Data Mining Applications for CRM
Building Data Mining Applications for CRM
Self-Organizing Maps
Neural Networks in Business: Techniques and Applications
Neural Networks in Business: Techniques and Applications
Data Mining Techniques: For Marketing, Sales, and Customer Relationship Management
Data Mining Techniques: For Marketing, Sales, and Customer Relationship Management
Discovering Knowledge in Data: An Introduction to Data Mining
Discovering Knowledge in Data: An Introduction to Data Mining
Who are the Target Customers in Chinese Online Game Market?: Segmentation with a Two-Step Approach
ICEBE '05 Proceedings of the IEEE International Conference on e-Business Engineering
Methodology for customer relationship management
Journal of Systems and Software - Special issue: Selected papers from the 11th Asia Pacific software engineering conference (APSEC 2004)
Expert Systems with Applications: An International Journal
Modeling consumer situational choice of long distance communication with neural networks
Decision Support Systems
Suitability of self-organising maps for analysing a macro-environment an empirical field survey
International Journal of Business Information Systems
Expert Systems with Applications: An International Journal
A recommender system to avoid customer churn: A case study
Expert Systems with Applications: An International Journal
An efficient approach for building customer profiles from business data
Expert Systems with Applications: An International Journal
Temporal analysis of clusters of supermarket customers: conventional versus interval set approach
Information Sciences: an International Journal
Expert Systems with Applications: An International Journal
A two-stage clustering approach for multi-region segmentation
Expert Systems with Applications: An International Journal
ICDM'10 Proceedings of the 10th industrial conference on Advances in data mining: applications and theoretical aspects
Clustering of the self-organizing map
IEEE Transactions on Neural Networks
Performance measurement systems and environmental uncertainty effect on profitability
International Journal of Business Information Systems
A conceptual model for proactive-interactive customer complaint management systems
International Journal of Business Information Systems
Direct mailing decisions based on the worst and best practice cross-efficiency evaluations
International Journal of Business Information Systems
International Journal of Business Information Systems
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In order to compete for profitable customers, companies are looking to add value using customer relationship management (CRM). One subset of CRM is customer segmentation, which is the process of dividing customers into groups based upon common features or needs. Segmentation methods can be used for customer portfolio analysis (CPA), the process of analysing the profitability of customers. The purpose of this paper is to illustrate how the self-organising map (SOM) can be used for CPA. We segment, identify and analyse a case organisation's profitable and unprofitable customers in order to gain knowledge for the organisation to develop its marketing strategies. The results are validated through cross and face validation. The SOM is able to segment the data in an innovative and reliable way and to provide new insights for decision makers.