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

Volume

3

fYear

2000

fDate

2000

Firstpage

1638

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;

fLanguage

English

Publisher

ieee

Conference_Titel

Industrial Electronics Society, 2000. IECON 2000. 26th Annual Confjerence of the IEEE

Conference_Location

Nagoya

Print_ISBN

0-7803-6456-2

Type

conf

DOI

10.1109/IECON.2000.972520

Filename

972520