Customer Profitability Segmentation for SMEs Case Study: Network Equipment Company

Customer Profitability Segmentation for SMEs Case Study: Network Equipment Company

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...

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Veröffentlicht in:International journal of research in industrial engineering (Tehran. Online) 2013-03, Vol.2 (1), p.30-44
Hauptverfasser: A. Mesforoush, M.J. Tarokh
Format: Artikel
Sprache:eng
Schlagworte:
customer lifetime value
customer relationship management
data mining
rfm
smes
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Zusammenfassung: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.
ISSN:2783-1337
2717-2937