• Title/Summary/Keyword: CRM수행

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Effective R & D Management using Data Mining Classification Techniques (데이터마이닝 분류기법을 이용한 효과적인 연구관리에 관한 연구)

  • 황석해;문태수;이준한
    • Journal of Information Technology Application
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    • v.3 no.2
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    • pp.1-24
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    • 2001
  • This purpose of this study is to drive important criteria for improving customer relationship of R institute using data mining techniques. The focus of this research is to consider patterns and interactions of research variables from research management database of R institute, and to classify the outside organizations and the inside organizations for research contract organizations, and to decide the directions of customer relationship management through analyzing the research type and research cost of research topics. In order to drive criteria variables through pattern analysis of the research database, decision tree algorithm is employed. The results show that determinant variables of 17 input variables are research period, overhead cost, R & D cost as variables to classify the outside and inside contract organization.

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A study on the personalization information service based on learning system (학습시스템에 기반한 개인화 정보 서비스에 관한 연구)

  • NamGoong, Hwang
    • Journal of the Korean Society for information Management
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    • v.20 no.4 s.50
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    • pp.113-134
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    • 2003
  • With SDI service provided in libraries and information centers traditionally, this paper studies component technologies and structure of system platform in PIS(personalization information service based on the customized information service served currently in some institutions. The PIS system should provide relevant information as an output through the learning system analyzing user information searching behavior as an input value with personal profile information. To do it, this paper studies requirements and algorithms to develop PIS, and proposes learning system and recommendation system as core components in PIS.

A Study on the mediating role of the Customer Information Management Process in the CRM (CRM서 고객정보 관리활동의 매개적 역할에 관한 연구)

  • Yoon, Yeo-Joong;Lee, Sang-Kon
    • Proceedings of the Korea Society of Information Technology Applications Conference
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    • 2006.06a
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    • pp.345-354
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    • 2006
  • 고객관계관리는 많은 기업들에게 경영자와 차별화할 수 있는 부문으로서 인식되어 왔다. 수익성 높은 고객을 확보하고 유지하는 것이 매우 중요하기 때문이다. 기업의 핵심역량으로서 고객관계관리를 강화하기 위해서는 고객정보를 더욱 효과적으로 관리해야 한다. 본 연구는 고객정보관리 활동들과 그에 영향을 마치는 영향요인들을 살펴보고, 고객정보 관리 충실도와 고객정보 품질 간의 관계를 보인다. 또한, 고객정보관리 활동에 영향을 미치는 영향요인과 고객정보 품질 사이에서 고객정보관리 프로세스 충실도가 매개효과를 나타냄을 증명한다. 설문을 통해 얻은 65개 기업의 자료를 바탕으로 다중회귀분석과 ANOVA를 실시해 가설에 대한 실증 분석을 하였다. 분석 결과 6개의 고객정보관리 활동들과 이러한 고개정보관리 프로세스에 대한 5개의 영향요인을 발견하였다. 고객정보관리 프로세스의 충실도는 고객정보 품질과 밀접한 관계를 보였고, 영향요인과 고객정보 품질 사이에서 고객정보관리 프로세스의 충실도가 매개 역할을 수행함을 밝혀내었다. 마지막으로 본 연구의 의의와 결론, 향후 연구방향을 제시하였다.

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A Study on the Validity of Host Call Service in the Family Restaurant using Fishbein Model (Fishbein 모델을 이용한 패밀리 레스토랑의 호스트 호명제 서비스 타당성에 대한 연구)

  • Seo Kwang-Kyu;Ahn Beum-Jun
    • Journal of the Korea Academia-Industrial cooperation Society
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    • v.7 no.4
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    • pp.753-758
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    • 2006
  • The recent drastic increase of imported foreign restaurants provided the importance of service quality and the customer satisfaction is considered as the most important factors for the business activity. In order to identify the important factors for the customer satisfaction of the family restaurant in Korea, we attempt to test the validity of host call service as a significant variable in the family restaurant using Fishbein behaviour model. Based on literature review, the empirical study was conducted using the questionnaires for customers of the family restaurant in Seoul. Descriptive statistics, t-test, F-test and regression analysis were made of the gathered questionnaires using SPSS programs. The results shows that four hypotheses established in this study were significant. Therefore, host call service in the family restaurant should be introduced to increase the customer satisfaction. In conclusion, it proved that host call service in the family were the important factors that could satisfy the customers and the family restaurants will have to make a great effort to develop the differentiated service so as to enhance their competitiveness.

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The Approach of Sociology of Law on Counter-Terrorism using Internet (인터넷을 활용한 테러 대응의 법사회학적 접근 - 예방 홍보 관리방안을 중심으로 -)

  • Park, Yong-Hyun
    • Journal of the Korea Society of Computer and Information
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    • v.12 no.3
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    • pp.225-234
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    • 2007
  • This research is based on the purpose of awaking the importance to publicity of terrorism prevention in the environment of neo-terrorism and presenting the direction of effective publicity activities of terrorism prevention in the counter-terrorism system. Government publicity through public media plays a significant role in promoting people's participation and improving the awareness. So, to strengthen the terrorism prevention in environmental changes of terror occurrence, active method available for people must be found as publicity method of terrorism prevention suitable for high information society. For this method, this research argued first about relationship between police organization and public as counter-terrorism system and about effective publicity methods of terrorism prevention through active erection of these relationships. This research suggested the operation method through introduction of e-CRM and etc, with ultimate purpose about maximizing the publicity effect of terrorism prevention by using as the advantage of internet these days as possible. And needs of information service activities and other administration strategies of publicity of terrorism prevention are suggested through enlarging the distribution scope of governmental counter-terrorism information materials by strengthening the national publicity activities and using media.

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An Investigation on Expanding Co-occurrence Criteria in Association Rule Mining (온라인 연관관계 분석의 장바구니 기준에 대한 연구)

  • Kim, Mi-Sung;Kim, Nam-Gyu
    • CRM연구
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    • v.4 no.2
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    • pp.19-29
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    • 2011
  • There is a large difference between purchasing patterns in an online shopping mall and in an offline market. This difference may be caused mainly by the difference in accessibility of online and offline markets. It means that an interval between the initial purchasing decision and its realization appears to be relatively short in an online shopping mall, because a customer can make an order immediately. Because of the short interval between a purchasing decision and its realization, an online shopping mall transaction usually contains fewer items than that of an offline market. In an offline market, customers usually keep some items in mind and buy them all at once a few days after deciding to buy them, instead of buying each item individually and immediately. On the contrary, more than 70% of online shopping mall transactions contain only one item. This statistic implies that traditional data mining techniques cannot be directly applied to online market analysis, because hardly any association rules can survive with an acceptable level of Support because of too many Null Transactions. Most market basket analyses on online shopping mall transactions, therefore, have been performed by expanding the co-occurrence criteria of traditional association rule mining. While the traditional co-occurrence criteria defines items purchased in one transaction as concurrently purchased items, the expanded co-occurrence criteria regards items purchased by a customer during some predefined period (e.g., a day) as concurrently purchased items. In studies using expanded co-occurrence criteria, however, the criteria has been defined arbitrarily by researchers without any theoretical grounds or agreement. The lack of clear grounds of adopting a certain co-occurrence criteria degrades the reliability of the analytical results. Moreover, it is hard to derive new meaningful findings by combining the outcomes of previous individual studies. In this paper, we attempt to compare expanded co-occurrence criteria and propose a guideline for selecting an appropriate one. First of all, we compare the accuracy of association rules discovered according to various co-occurrence criteria. By doing this experiment we expect that we can provide a guideline for selecting appropriate co-occurrence criteria that corresponds to the purpose of the analysis. Additionally, we will perform similar experiments with several groups of customers that are segmented by each customer's average duration between orders. By this experiment, we attempt to discover the relationship between the optimal co-occurrence criteria and the customer's average duration between orders. Finally, by a series of experiments, we expect that we can provide basic guidelines for developing customized recommendation systems.

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A Methodology of Customer Churn Prediction based on Two-Dimensional Loyalty Segmentation (이차원 고객충성도 세그먼트 기반의 고객이탈예측 방법론)

  • Kim, Hyung Su;Hong, Seung Woo
    • Journal of Intelligence and Information Systems
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    • v.26 no.4
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    • pp.111-126
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    • 2020
  • Most industries have recently become aware of the importance of customer lifetime value as they are exposed to a competitive environment. As a result, preventing customers from churn is becoming a more important business issue than securing new customers. This is because maintaining churn customers is far more economical than securing new customers, and in fact, the acquisition cost of new customers is known to be five to six times higher than the maintenance cost of churn customers. Also, Companies that effectively prevent customer churn and improve customer retention rates are known to have a positive effect on not only increasing the company's profitability but also improving its brand image by improving customer satisfaction. Predicting customer churn, which had been conducted as a sub-research area for CRM, has recently become more important as a big data-based performance marketing theme due to the development of business machine learning technology. Until now, research on customer churn prediction has been carried out actively in such sectors as the mobile telecommunication industry, the financial industry, the distribution industry, and the game industry, which are highly competitive and urgent to manage churn. In addition, These churn prediction studies were focused on improving the performance of the churn prediction model itself, such as simply comparing the performance of various models, exploring features that are effective in forecasting departures, or developing new ensemble techniques, and were limited in terms of practical utilization because most studies considered the entire customer group as a group and developed a predictive model. As such, the main purpose of the existing related research was to improve the performance of the predictive model itself, and there was a relatively lack of research to improve the overall customer churn prediction process. In fact, customers in the business have different behavior characteristics due to heterogeneous transaction patterns, and the resulting churn rate is different, so it is unreasonable to assume the entire customer as a single customer group. Therefore, it is desirable to segment customers according to customer classification criteria, such as loyalty, and to operate an appropriate churn prediction model individually, in order to carry out effective customer churn predictions in heterogeneous industries. Of course, in some studies, there are studies in which customers are subdivided using clustering techniques and applied a churn prediction model for individual customer groups. Although this process of predicting churn can produce better predictions than a single predict model for the entire customer population, there is still room for improvement in that clustering is a mechanical, exploratory grouping technique that calculates distances based on inputs and does not reflect the strategic intent of an entity such as loyalties. This study proposes a segment-based customer departure prediction process (CCP/2DL: Customer Churn Prediction based on Two-Dimensional Loyalty segmentation) based on two-dimensional customer loyalty, assuming that successful customer churn management can be better done through improvements in the overall process than through the performance of the model itself. CCP/2DL is a series of churn prediction processes that segment two-way, quantitative and qualitative loyalty-based customer, conduct secondary grouping of customer segments according to churn patterns, and then independently apply heterogeneous churn prediction models for each churn pattern group. Performance comparisons were performed with the most commonly applied the General churn prediction process and the Clustering-based churn prediction process to assess the relative excellence of the proposed churn prediction process. The General churn prediction process used in this study refers to the process of predicting a single group of customers simply intended to be predicted as a machine learning model, using the most commonly used churn predicting method. And the Clustering-based churn prediction process is a method of first using clustering techniques to segment customers and implement a churn prediction model for each individual group. In cooperation with a global NGO, the proposed CCP/2DL performance showed better performance than other methodologies for predicting churn. This churn prediction process is not only effective in predicting churn, but can also be a strategic basis for obtaining a variety of customer observations and carrying out other related performance marketing activities.

Multichannel Shopping and Customer Satisfaction: The Role of Shopping Experience and Customer-Firm Relationship Characteristics (다채널 쇼핑과 고객만족: 쇼핑경험과 고객-기업 관계특성의 역할)

  • Joo, Young-Hyuck
    • Journal of Distribution Research
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    • v.15 no.4
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    • pp.21-60
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    • 2010
  • In recent retail environments, multichannel customer management increasingly has been considered a key element of successful CRM. Although customer's multichannel usage is believed to be potential cause of customer loyalty, the theoretical explanation about this causal relationship still remains unexamined and unanswered. In this paper, the authors present a systematic framework to test the postulated "multichannel usage-shopping experience-customer satisfaction" chain. To this end, we examine that the two core components of shopping experience(convenience and enjoyment) is a mediator of the direct causality of multichannel usage(based on both information search and product purchase stage) on customer satisfaction. Moreover, the authors examine that two types of customer-firm relationship characteristics(relationship age and purchase frequency) is a moderator of the multichannel usage-shopping experience relationship. Using integrating data with survey and customer database of multichannel retail company, the authors empirically test and substantiate shopping experience's mediating role in the multichannel usage-customer satisfaction relationship and customer-firm relationship characteristics' moderating role in the multichannel usage-customer experience relationship. These results suggest that multichannel retailers should deliver favorable shopping experience for building customer satisfaction and differentiate shopping experience according to customer-firm relationship characteristics.

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Model of Customer Classification Target Marketing in Automotive Corporation (자동차산업의 고객분류 및 타겟 마케팅 모델)

  • Lee, Byoung-Yup;Park, Yong-Hoon;Yoo, Jae-Soo
    • The Journal of the Korea Contents Association
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    • v.9 no.4
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    • pp.313-322
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    • 2009
  • Recently, According to computer technology has been improving, Massive customer data has stored in database. Using this massive data, decision maker can extract the useful information to make a valuable plan with data mining. Data mining offers service providers great opportunities to get closer to customer. Data mining doesn't always require the latest technology, but it does require a magic eye that looks beyond the obvious to find and use the hidden knowledge to drive marketing strategies Automotive market face an explosion of data arising from customer but a rate of increasing customer is getting lower. therefore, we need to determine which customer are profitable clients whom you wish to hold. This paper builds model of customer loyalty detection and analyzes customer patterns in automotive market with data mining using association rule and basic statics methods. With 4he help of information technology.

Improving the Effectiveness of Customer Classification Models: A Pre-segmentation Approach (사전 세분화를 통한 고객 분류모형의 효과성 제고에 관한 연구)

  • Chang, Nam-Sik
    • Information Systems Review
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    • v.7 no.2
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    • pp.23-40
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    • 2005
  • Discovering customers' behavioral patterns from large data set and providing them with corresponding services or products are critical components in managing a current business. However, the diversity of customer needs coupled with the limited resources suggests that companies should make more efforts on understanding and managing specific groups of customers, not the whole customers. The key issue of this paper is based on the fact that the behavioral patterns extracted from the specific groups of customers shall be different from those from the whole customers. This paper proposes the idea of pre-segmentation before developing customer classification models. We collected three customers' demographic and transactional data sets from a credit card, a tele-communication, and an insurance company in Korea, and then segmented customers by major variables. Different churn prediction models were developed from each segments and the whole data set, respectively, using the decision tree induction approach, and compared in terms of the hit ratio and the simplicity of generated rules.