In the customer-centered marketplace, the understanding of customer behavior is a critical success factor. The big databases in an organization usually involve multiplex data such as static, time series, symbolic sequential and textual data which are separately stored in different databases of different sections. It poses a challenge to traditional centralized customer behavior prediction. In t...

In the airline industry, data analysis and data mining are a prerequisite to push customer relationship management (CRM) ahead. Knowledge about data mining methods, marketing strategies and airline business processes has to be combined to successfully implement CRM. This paper is a case study and gives an overview about distinct issues, which have to be taken into account in order to provide a ...

The rapid growing of information technology (IT) motivates and makes competitive advantages in health care industry. Nowadays, many hospitals try to build a successful customer relationship management (CRM) to recognize target and potential patients, increase patient loyalty and satisfaction and finally maximize their profitability. Many hospitals have large data warehouses containing customer ...

A good relationship between companies and customers is a crucial factor of competitiveness. Market segmentation is a key issue for companies to develop and maintain loyal relationships with customers as well as to promote the increase of company sales. This paper proposes a method for market segmentation in retailing based on customers’ lifestyle, supported by information extracted from a large...

Churn prediction is becoming a major focus of banks in China who wish to retain customers by satisfying their needs under resource constraints. In churn prediction, an important yet challenging problem is the imbalance in the data distribution. In this paper, we propose a novel learning method, called improved balanced random forests (IBRF), and demonstrate its application to churn prediction. ...

Effective knowledge and awareness of customers require the market segmentation, through which the customers who have the same needs and purchasing patterns as well as the same response to marketing plans are identified. The selection of a proper variable is a requirement, among other, for a successful market segmentation. In today' world, on one hand, the consumers are bombarded with new goods ...

Modeling Churn and Usage Behavior in Contractual Settings The ability to retain existing customers is a major concern for many businesses. However retention is not the only dimension of interest; the revenue stream associated with each customer is another key factor influencing customer profitability. In most contractual situations the exact revenue that will be generated per customer is uncert...

Customer journey maps (CJMs) are used to understand customers’ behavior, and ultimately to better serve them. This new approach is used in numerous disciplines for different purposes. As a response, several software applications have emerged. Although they provide interfaces to understand CJMs, they lack measures to assist in decision making. We contribute by proposing a CJM model. We show its ...

In this paper, we propose ADTreesLogit, a model that integrates the advantage of ADTrees model and the logistic regression model, to improve the predictive accuracy and interpretability of existing churn prediction models. We show that the overall predictive accuracy of ADTreesLogit model compares favorably with that of TreeNet®, a model which won the Gold Prize in the 2003 mobile customer chur...

  The unprecedented growth of competition in the banking technology has raised the importance of retaining current customers and acquires new customers so that is important analyzing Customer behavior, which is base on bank databases. Analyzing bank databases for analyzing customer behavior is difficult since bank databases are multi-dimensional, comprised of monthly account records and daily t...