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학술연구/단체지원/교육 등 연구자 활동을 지속하도록 DBpia가 지원하고 있어요.
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연구자들이 자신의 연구와 전문성을 널리 알리고, 새로운 협력의 기회를 만들 수 있는 네트워킹 공간이에요.
논문 기본 정보
- 자료유형
- 학술저널
- 저자정보
- 발행연도
- 2015.2
- 수록면
- 229 - 241 (13page)
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초록· 키워드
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Nowadays, an open-market which provides sellers and consumers a cyber place for making a transaction over the Internet has emerged as a prevalent sales channel be-cause of convenience and relatively low price it provides. However, there are few studies about CRM strategies based on VIP consumers for an open-market even though un-derstanding VIP consumers' behaviors in open-markets is important to increase itsrevenue. Therefore, we propose CRM strategies targeted on VIP customers, obtained by analyzing the transaction data of VIP customers from an open-market using datamining techniques. To that end, we rst de ned the VIP customers in terms of recency,frequency and monetary (RFM) values. Then, we used data mining techniques to de-velop a model which best classifles and identifles influential factors customers into VIPs or non-VIPs. We also validate each of promotion types in the aspect of effectiveness and identify association rules among the types. Then, based on the ndings from these experiments, we propose strategies from the perspectives of CRM dimensions for theopen-market to thrive.
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참고문헌 (30)
참고문헌 신청
1. [학술지(정기간행물)] - Adomavicius, G. / 2001 / Expert-driven validation of rule-based user models in personal-ization applications / Data Mining and Knowledge Discovery 5 : 33 ~ 58
2. [학술지(정기간행물)] - Aggarval, C. C. / 2002 / Finding localized associations in market basket data / IEEE Transac-tions on Knowledge and Data Engineering 14 : 51 ~ 62
3. [단행본] - Agresti, A. / 2012 / Categorical data analysis / John Wiley & Sons
4. [학술지(정기간행물)] - Baesens, B. / 2004 / Bayesian network classi ers for identifying the slope of the customer-life cycle of long-life customers / European Journal of Operational Research 156 : 508 ~ 523
5. [학술지(정기간행물)] - Bortiz, J. E. / 1995 / E ectiveness of neural network types for prediction of business failure / Expert Systems with Applications 9 : 503 ~ 512
2. [학술지(정기간행물)] - Aggarval, C. C. / 2002 / Finding localized associations in market basket data / IEEE Transac-tions on Knowledge and Data Engineering 14 : 51 ~ 62
3. [단행본] - Agresti, A. / 2012 / Categorical data analysis / John Wiley & Sons
4. [학술지(정기간행물)] - Baesens, B. / 2004 / Bayesian network classi ers for identifying the slope of the customer-life cycle of long-life customers / European Journal of Operational Research 156 : 508 ~ 523
5. [학술지(정기간행물)] - Bortiz, J. E. / 1995 / E ectiveness of neural network types for prediction of business failure / Expert Systems with Applications 9 : 503 ~ 512
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UCI(KEPA) : I410-ECN-0101-2018-041-001376123