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 ...

Data mining techniques have been used widely in the area of customer relationship management (CRM). In this study, we have applied data mining techniques to address a problem in business-to-business (B2B) setting. In a manufacturer-retailer-consumer chain, a manufacturer should improve its relationship with retailers to continue its business. Segmentation is a useful tool for identifying groups...

The New Distribution Capability and new retailing platforms will enable airlines to respond shopping requests with bundled offers of flights ancillary services, representing an evolution from traditional, flight-focused optimization. Assembling attractive set display customers therefore represents a joint pricing assortment optimization problem in airline revenue management. In this paper, we i...

When a firm implements analytical CRM, the value of a customer is assessed by profitability analysis. In a sense, a firm retains profitable customers but “fires” unprofitable ones. In this paper, we show that this typical customer selection strategy is not appropriate for a firm of goods and services that exhibit network externalities because of the strategic network value of unprofitable custo...

strategic programming, complex supply chain, lean, production programming, suppliers selection,   electre this paper represents a model of strategic programming with limited resources in a complex supply chain. the main goal of the proposed model is to increase efficiency and effectiveness of the supply chain with respect to income increases and cost decreases. using special objective functions...

Customer Relationship Management becomes a leading business strategy in highly competitive business environment. It aims to enhance the performance of the businesses by improving the customer satisfaction and loyalty. The objective of this paper is to improve customer satisfaction on product’s colors and design with the help of the expert system developed by using Artificial Neural Networks. Th...

This paper develops a decision support tool using an A2 method and data envelopment analysis (DEA) approach (A2-DEA). This new method is applied for the bank credit customer selection problem and credit scoring as a pilot survey at Export Development Bank of Iran. The proposed method has led to fewer calculations, faster and more accurate decision making, less complexity, and ability to ana...

We study the strategic impacts of behavioral price discrimination on manufacturers and retailers in a distribution channel when there are switching costs in consumer demand. Unlike previous empirical studies of behavioral price discrimination, which rely only on differences in price elasticity across customers, our pricing model allows the strategies of channel members to additionally account f...

The L&H RealSpeak Laboratory TTS (RSLab) system is a corpus based speech synthesis system comprising components that deal with linguistic processing, prosody prediction, segment selection, concatenation and modification. In this paper we focus on the segment selection process. During segment selection, the units in a large database of speech are scored with a cost according to their prosodic/ph...