Using cluster analysis and DEA-discriminant analysis to predict group membership of new customers

Reza Farzipoor Saen*

*المؤلف المقابل لهذا العمل

نتاج البحث: المساهمة في مجلةArticleمراجعة النظراء

16 اقتباسات (Scopus)

ملخص

To understand the value of customers and target the most profitable customers, this paper uses cluster analysis to classify customers into four groups as platinum, gold, iron, and lead. Then, to predict group membership of new customers, data envelopment analysis-discriminant analysis (DEA-DA) model is applied. This paper operationalises the concept proposed by Zeithaml et al. (2001), ('The customer pyramid: creating and serving profitable customers', California Management Review, Vol. 43, No. 4, pp.118-142) on forming the customer pyramid. A case study demonstrates the application of the proposed approach.

اللغة الأصليةEnglish
الصفحات (من إلى)348-360
عدد الصفحات13
دوريةInternational Journal of Business Excellence
مستوى الصوت6
رقم الإصدار3
المعرِّفات الرقمية للأشياء
حالة النشرPublished - يناير 1 2013

ASJC Scopus subject areas

  • ???subjectarea.asjc.1400.1403???
  • ???subjectarea.asjc.1400.1408???

قم بذكر هذا