Keeping track of customer life cycle to build customer relationship

Authors:
Sung Ho Ha;Sung Min Bae
Affiliations:
School of Business Administration, Kyungpook National University, Daegu, Korea;Department of Industrial & Management Engineering, Hanbat National University, Daejeon, Korea
Venue:
ADMA'06 Proceedings of the Second international conference on Advanced Data Mining and Applications
Year:
2006

Citing 5
Cited 0

Testing New Direct Marketing Offerings: the Interplay of Management Judgment and Statistical Models

Management Science
Mining the Web: Transforming Customer Data into Customer Value

Mining the Web: Transforming Customer Data into Customer Value
Optimal Database Marketing: Strategy, Development, and Data Mining

Optimal Database Marketing: Strategy, Development, and Data Mining
Applications of Data Mining to Electronic Commerce

Data Mining and Knowledge Discovery
Customer's time-variant purchase behavior and corresponding marketing strategies: an online retailer's case

Computers and Industrial Engineering

Quantified Score

Hi-index	0.00

Visualization

Abstract

Using the CRM perspective to investigate customer behavior, this study differentiates between customers through customer segmentation, tracks customers’ shifts from segment to segment over time, discovers customer segment knowledge to build an individual transition path and a dominant transition path, and then predicts customer segments’ behavior patterns. Using real world data, this study evaluates the accuracy of derived customer knowledge. Concluding remarks discuss future research that can extend the work this study presents.