International Journal of Information and Communication Technology Research
مجله بین المللی ارتباطات و فناوری اطلاعات
International Journal of Information and Communication Technology Research
Engineering & Technology
http://ijict.itrc.ac.ir
1
admin
2251-6107
2783-4425
doi
1652
25391
en
jalali
1394
3
1
gregorian
2015
6
1
7
2
online
1
fulltext
fa
Customer Clustering Based on Customer Lifetime Value: A Case Study of an Iranian Bank
فناوری اطلاعات
Information Technology
پژوهشي
Research
Customer lifetime value (CLV) as a quantifiable parameter plays an important role in customer clustering. Clustering based on CLV helps organizations to form distinct customer groups, reveal buying patterns, and create longterm relationships with their customers. Our research aims at the synthesis of a CLV model and a clustering algorithm in a new comprehensive framework. First, a model for calculation of CLV is suggested, which is called Group LRFM or GLRFM briefly. In this model, four parameters, Length, Recency, Frequency, and Monetary, are determined according to the products/services used by customers. Then, a novel framework based upon the model is presented in eight steps for customer clustering. In traditional methods, the customers of valuable cluster are treated the same. But in proposed framework, company can design different and proper strategies for each cluster based on the use of products/services. The experimental results in banking industry verify that proposed approach allows an accurate and efficient cluster analysis; it provides appropriate information to create clear sales and marketing policies for three identified segments.
clustering, data mining, customer relationship management (CRM), customer lifetime value (CLV)
71
90
http://ijict.itrc.ac.ir/browse.php?a_code=A-10-27-77&slc_lang=fa&sid=1
Arezoo
Nekooei
1003194753284600249
1003194753284600249
Yes
Mohammad Jafar
Tarokh
1003194753284600250
1003194753284600250
No