Telecommunication Companies use data mining techniques to maintain good relationships with their existing customers and attract new customers and identifying profitable/unprofitable customers. Clustering leads to better understanding of customer and its results can be used to definition and decision-making for promotional schemes. In this study, we used the 999-customer purchase records in Sout...

This study discusses salespersons' emotional intelligence, one of the key abilities necessary to meet customers' needs effectively, and express positive emotions in frequent interactions with customer. Emotional intelligence refers to self-controllability and social ability emphasizing pro-social aspect and understanding of others. This study investigates how salespersons' emotional intelligenc...

Understanding our customers’ needs and requirements and providing amazing solutions is part of METTLER TOLEDO’s corporate vision. For many years the cosmetics industry has relied on the competence and knowledge of our sales and support organization. Every day, thousands of laboratories and manufacturing sites use our pH meters, titrators, thermal analyzers, densitymeters, refractometers and bal...

considering the increasing awareness and expectations of our customers in today's competitive dynamic market, enterprises must improve their level of understanding and knowledge of their market and take steps toward a deeper identification of customer needs. indeed, such organizations need to improve their sense making capabilities. companies that have high sense making capability can bett...

This paper aims to lay a theoretical foundation on how individuals value durable products. In this paper we emphasize ownership and analyze why customers want to own products and the value they give to ownership. Specifically, we argue that the ownership of a product represents a bundle of options. At any given point in time, the owner of a product has the option to choose whether she wants to ...

Understanding the customers’ needs is becoming more and more important in retail as it may provide valuable information that can be used to improve customer’s shopping experience and product sales. Knowing about customers’ behaviour within the store can provide information for improving customer relationship management and including real-time capabilities. This paper presents an experimental sy...

Dialog is a natural modality for interaction between customers and businesses in the service industry. As customers call up the service provider, their interactions may be routine or extraordinary. We believe that these interactions, when seen as dialogs, can be analyzed to obtain a better understanding of customer needs and how to efficiently address them. We introduce the idea of a dialog com...

In all societies needs and wants regularly exceed resources. Thus societies are always in deficit; demand always exceeds supply and "balancing the budget" is a constant social problem. To make matters somewhat worse, research suggests that need- and want-fulfillment tends to further stimulate the cycle of wantseeking rather than satiating desire. Societies use various resource-allocation mechan...