Volume 22, Issue 2 (IJIEPM 2011)                   2011, 22(2): 171-179 | Back to browse issues page

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Seyedhosseini S, Gholamian M, Maleki A. A Methodology Based on RFM Using Data Mining Approach to Assess the Customer Loyalty. Journal title 2011; 22 (2) :171-179
URL: http://ijiepm.iust.ac.ir/article-1-661-en.html
A Methodology Based on RFM Using Data Mining Approach to Assess the Customer Loyalty
S.M. Seyedhosseini , M.R. Gholamian * , A. Maleki
School of Industrial Engineering, Iran University of Science and Technology, Tehran, Iran , gholamian@iust.ac.ir
Abstract:   (11952 Views)
This study has proposed a new procedure, based on expanded RFM model, determining weight of parameters with pair-wise comparison matrix, clustering the products with K-optimum according to Davies-Bouldin Index, and then classifying customer product loyalty under B2B concept. It is necessary for firms to understand the customers and predict their needs for more success in business. The developed methodology has been implemented in SAPCO Co. The result shows a tremendous capability to the firm to assess the customer loyalty in marketing strategy designed by this company in comparing with random selection commonly used by most companies in Iran.
Keywords: Customer Relationship Management, Data Mining, Customer loyalty
Full-Text [PDF 287 kb]   (6157 Downloads)    
Type of Study: Research | Subject: Other related Industrial and production reserach subjects in which has direct relation to the state-of-the art of the IE
Received: 2011/09/25 | Published: 2011/08/15
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