Title of article
Customer Profitability Segmentation for SMEs Case Study: Network Equipment Company
Author/Authors
Mesforoush، A. نويسنده Department of Industrial Engineering, K.N.Toosi University of Technology, Tehran, Iran , , Tarokh، M.J. نويسنده Department of Industrial Engineering, K . N. Toosi University of Technology, Tehran, Iran ,
Issue Information
روزنامه با شماره پیاپی سال 2013
Pages
15
From page
30
To page
44
Abstract
It is important to segment the most profitable customers of a company. Many CRM researchers have been performed to calculate customer profitability and develop a comprehensive model of it. This paper with the aid of data mining tools tries to customer segmentation based on kind of RFM. Customers are clustered using K-means and finally calculated CLV. This approach is essential for an SME to be able to provide a personalized service to each customer and to reach customer satisfaction.
Journal title
International Journal of Research in Industrial Engineering
Serial Year
2013
Journal title
International Journal of Research in Industrial Engineering
Record number
691903
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