IE interfaces (산업공학)

Korean Institute of Industrial Engineers (대한산업공학회)
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Analysis of Web Log for e-CRM on B2B of the Make-To-Order Company

수주생산기업 B2B에서 e-CRM을 위한 웹 로그 분석

  • Go, Jae-Moon (School of Industrial Engineering, University of Ulsan) ;
  • Seo, Jun-Yong (School of Industrial Engineering, University of Ulsan) ;
  • Kim, Woon-Sik (School of Industrial Engineering, University of Ulsan)
  • 고재문 (울산대학교 산업정보경영공학부) ;
  • 서준용 (울산대학교 산업정보경영공학부) ;
  • 김운식 (울산대학교 산업정보경영공학부)
  • Received : 2004.12.27
  • Accepted : 2005.05.23
  • Published : 2005.06.30
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Abstract

This study presents a web log analysis model for e-CRM, which combines the on-line customer's purchasing pattern data and transaction data between companies in B2B environment of make-to-order company. With this study, the customer evaluation and the customer subdivision are available. We can forecast the estimate demands with periodical products sales records. Also, the purchasing rate per each product, the purchasing intention rate, and the purchasing rate per companies can be used as the basic data for the strategy for receiving the orders in future. These measures are used to evaluate the business strategy, the quality ability on products, the customer's demands, the benefits of customer and the customer's loyalty. And it is used to evaluate the customer's purchasing patterns, the response analysis, the customer's secession rate, the earning rate, and the customer's needs. With this, we can satisfy various customers' demands, therefore, we can multiply the company's benefits. And we presents case of the 'H' company, which has the make-to-order manufacture environment, in order to verify the effect of the proposal system.

Keywords

References

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