The emergence of many business competitors has engendered severe rivalries among competing businesses in gaining new customers and retaining old ones. Due to the preceding, the need for exceptional customer services becomes pertinent, notwithstanding the size of the business. Furthermore, the ability of any business to understand each of its customers’ needs will earn it greater leverage in pro...

Customer retention and customer churn are key metrics of interest to marketers, but little attention has been placed on linking the different reasons for which customers churn to their value to a contractual service provider. In this article, we put forth a hierarchical competing risk model to jointly model when customers choose to terminate their service and why. Some of these reasons for chur...

E-commerce system has become more popular and implemented in almost all business areas. is a platform for marketing promoting the products to customer through online. Customer segmentation known as process of dividing customers into groups which shares similar characteristics. The purpose determine how deal with each category order increase profit business. Segmenting assist identify their prof...

Online Analytical Mining (OLAM) is an architecture integrating data mining into OLAP. With this integration, data mining algorithms can be performed with OLAP abilities. OLAM enables users to choose a particular portion of data and analyze them with data mining models. Previous studies have provided examples of OLAM applications with the motivation to improve technical performance. This chapter...

The process of “market segmentation” is a cornerstone of modern marketing and an essential task for relatively smaller seller organisations as they address themselves to markets much larger and more diverse than their limited output capacity. In mass consumer markets the process is, arguably, well developed and sophisticated. In industrial markets, it is generally acknowledged that the process ...

customer segmentation is one of the main and key issues in customer relationship management studies. one of the main challenges of customer segmentation is segments’ instability and changes over time. segments’ changes can be categorized into two main categories including structural and content changes. the focus of this paper is on the structural change which is very important. to analyze the ...

---------------------------------------------------------------------***--------------------------------------------------------------------Abstract In this competitive world, business is becoming highly saturated. Especially, the field of telecommunication faces complex challenges due to a number of vibrant competitive service providers. Therefore, it has become very difficult for them to reta...

Customer behavior modeling is important for businesses in order to understand, attract and retain customers. It is critical that the models are able to track the dynamics of customer behavior over time. We propose FC-CSM, a Customer Segmentation Model based on a Fragmentation-Coagulation process, which can track the evolution of customer segmentation, including the splitting and merging of cust...

There's no such thing as data quality in general: it all depends on the particular business application [10]. With this in mind, we begin by introducing customer segmentation as a basic data mining application in analytical CRM. We describe the structure of the data mining environment and outline data selection as an essential, but difficult sub-problem. From there, we go on to develop three pe...