Title :
The discovery of business chance from customer knowledge
Author :
Yada, Katsutoshi ; Ip, Edward H. ; Hamuro, Yukinobu ; Katoh, Naoki
Author_Institution :
Fac. of Commerce, Kansai Univ., Osaka, Japan
Abstract :
The discovery of loyal customers at an early stage is extremely important in a highly competitive market in order to increase business chance. A loyal customer is defined as a customer who has brought high profit to a particular shop for a long period of time. A loyal customer has been identified in the conventional approach by measuring the sales volume or sales quantity for a certain period. However, such an approach is not effective to discover a loyal customer with high confidence and at an early stage. The purpose of this paper is to find an effective and robust rule to discover the future loyal customer from newcomers at an early stage with higher confidence, using the data mining tool, C5.0. The proposed approach is implemented by using real purchase data to observe the effectiveness
Keywords :
data mining; database management systems; retail data processing; C5.0 tool; business chance discovery; customer knowledge; data mining; databases; drugstore chain; loyal customer discovery; purchase data; retail shops; sales volume; Business; Companies; Manufacturing; Marketing and sales; Profitability; Robustness; Stability; Switches; Volume measurement;
Conference_Titel :
Industrial Electronics Society, 2000. IECON 2000. 26th Annual Confjerence of the IEEE
Conference_Location :
Nagoya
Print_ISBN :
0-7803-6456-2
DOI :
10.1109/IECON.2000.972520
