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...

The traditional direct marketing paradigm implicitly assumes that there is no possibility of a customer purchasing the product unless he receives the direct promotion. In real business environments, however, there are “voluntary buyers” who will make the purchase even without marketing contact. While no direct promotion is needed for voluntary buyers, the traditional response-driven paradigm te...

Internet vendors invest a considerable amount on acquiring customers with the expectation that the early investment in customer acquisition will result in a long-term stream of profits from repeat customers. However, it has been found that over 50% of repeat customers seldom complete their third purchase with the Internet vendor. This may be due to lack of proper understanding of customer decis...

nowadays, new technologies have changed the methods of serving customers in many service organizations. service in the banking industry has been influenced by international communication technology (ict) developments in essential ways. nowadays the importance of websites and their unique features in provision of services to customers is increasing. however, traditional methods of banking with d...

In Today’s quality- based competitive world, known as knowledge age, customer attraction is of ultimate importance. In respect to the slogan “customer is always right”, customer relation management is the core of an organizational strategy playing an important role in four aspects of customer identification, customer attraction, customer retaining, and customer satisfaction. Commercial organiza...

Nowadays, marketing serves the purpose of maximizing customer lifetime value (CLV) and customer equity, which is the sum of the lifetime values of the company’s customers. But, CLV calculation encounters some difficulties which limit the usage of this technique. Nonetheless, companies looking for methods to know how to calculate their customers’ CLV. In this paper, fuzzy classification rules we...

The customers ’preference is derived from reflection on a product or special commercial brand, and factors such as positive appraisal of a brand performance and holding advantages and being unique, establishes the preference. This study aimed to develop a model of female customers' preferences in selecting banks and to train senior managers and banking staff. It had an applied objective, adopte...

The purpose of this article is to report on a study of 1) what kind of value-added services offered by tourism businesses’ Web sites are perceived the most important by customers, and 2) a comparison between customers’ preferences for and the actual offerings of value-added services by tourism businesses’ Web sites. A survey among customers of online tourism businesses shows that search engines...

purpose: this study wants to find any relationship between the numbers of purchase and the income the customer brings to the company. the attempt is to find those customers who buy more than one life insurance policy and represent the signs of good payments at the same time by the help of data mining tools. design/ methodology/ approach: the approach of this research is to use data mining tools...

During the last years, increased competition among banks has caused many developments in banking experiences and technology, while leading to even more churning customers due to their desire of having the best services. Therefore, it is an extremely significant issue for the banks to identify churning customers and attract them to the banking system again. In order to tackle this issue, this pa...