In today's competitive environment, customers are the most important asset to any company. Therefore, in order to retain customers, it is essential to understandtheir behaviour for developing effective strategies. One of the most common methods for customer analysis is market segmentation that helps companies to develop marketing technique by dividing market into several smaller homogeneous groups. Optimizedmarket segmentation based on relevant attributes help allocating company’s resource. In this paper, we proposed a new two-dimensional framework, in which customers was measured according to debt and revenue status(The combination of both values and anti-values), based on RFM model for segmenting customers in fixed-line telecom. Finally, strategies are presented for any customer group based on segmentation using data mining techniques.
Isvand, F., & Hosseini, M. (2014). A New Approach to Customer Segmentation in the Fixed-line Telecom Using RFM Model. Advances in Industrial Engineering, 48(1), 23-36. doi: 10.22059/jieng.2014.51147
MLA
F. Isvand; M. Hosseini. "A New Approach to Customer Segmentation in the Fixed-line Telecom Using RFM Model". Advances in Industrial Engineering, 48, 1, 2014, 23-36. doi: 10.22059/jieng.2014.51147
HARVARD
Isvand, F., Hosseini, M. (2014). 'A New Approach to Customer Segmentation in the Fixed-line Telecom Using RFM Model', Advances in Industrial Engineering, 48(1), pp. 23-36. doi: 10.22059/jieng.2014.51147
VANCOUVER
Isvand, F., Hosseini, M. A New Approach to Customer Segmentation in the Fixed-line Telecom Using RFM Model. Advances in Industrial Engineering, 2014; 48(1): 23-36. doi: 10.22059/jieng.2014.51147
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