Discovering Specific Sales Patterns Among Different Market Segments

Author:

Weng Cheng-Hsiung1,Huang Cheng-Kui2ORCID

Affiliation:

1. Department of Management Information Systems, Central Taiwan University of Science and Technology, Taichung, Taiwan & Department of Computer Science and Information Engineering, National Chin-Yi University of Technology, Taichung, Taiwan

2. National Chung Cheng University, Taiwan

Abstract

Formulating different marketing strategies to apply to various market segments is a noteworthy undertaking for marketing managers. Accordingly, marketing managers should identify sales patterns among different market segments. The study initially applies the concept of recency–frequency–monetary (RFM) scores to segment transaction datasets into several sub-datasets (market segments) and discovers RFM itemsets from these market segments. In addition, three sales features (unique, common, and particular sales patterns) are defined to identify various sales patterns in this study. In particular, a new criterion (contrast support) is also proposed to discover notable sales patterns among different market segments. This study develops an algorithm, called sales pattern mining (SPMING), for discovering RFM itemsets from several RFM-based market segments and then identifying unique, common, and particular sales patterns. The experimental results from two real datasets show that the SPMING algorithm can discover specific sales patterns in various market segments.

Publisher

IGI Global

Subject

Hardware and Architecture,Software

Reference39 articles.

1. A new framework for itemset generation

2. Aggelis, V., & Christodoulakis, D. (2005, July). Customer clustering using RFM analysis. In Proceedings of the 9th WSEAS International Conference on Computers (p. 2). World Scientific and Engineering Academy and Society (WSEAS).

3. Fast algorithms for mining association rules.;R.Agrawal;Proc. 20th int. conf. very large data bases, VLDB,1994

4. A New Approach of Eliminating Redundant Association Rules

5. Ashrafi, M. Z., Taniar, D., & Smith, K. A. (2005). Redundant Association Rules Reduction Techniques. In Proceedings of theAustralian Conference on Artificial Intelligence (pp. 254-263). Academic Press.

Cited by 1 articles. 订阅此论文施引文献 订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献

1. Application of Big Data Marketing in Customer Relationship Management;2021 5th International Conference on E-Education, E-Business and E-Technology;2021-06-18

同舟云学术

1.学者识别学者识别

2.学术分析学术分析

3.人才评估人才评估

"同舟云学术"是以全球学者为主线,采集、加工和组织学术论文而形成的新型学术文献查询和分析系统,可以对全球学者进行文献检索和人才价值评估。用户可以通过关注某些学科领域的顶尖人物而持续追踪该领域的学科进展和研究前沿。经过近期的数据扩容,当前同舟云学术共收录了国内外主流学术期刊6万余种,收集的期刊论文及会议论文总量共计约1.5亿篇,并以每天添加12000余篇中外论文的速度递增。我们也可以为用户提供个性化、定制化的学者数据。欢迎来电咨询!咨询电话:010-8811{复制后删除}0370

www.globalauthorid.com

TOP

Copyright © 2019-2024 北京同舟云网络信息技术有限公司
京公网安备11010802033243号  京ICP备18003416号-3