• Journal of Intelligence and Information Systems
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• v.8 no.2
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• pp.15-35
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• 2002

Data mining has received a lot of attention from practitioners. That is partly because it allows company to extract a set of useful knowledge about customers from database, thereby retaining current customers and magneting potential customers. This logic is especially essential in the field of credit card industry, where just 5% increase of number of customers is hewn to cause 120% increase in profit. The problem is how to retain current customers and even make them more loyal to company. However, previous studies lacked proposing extensive strategies of reducing the churning rate. In this sense, this study attempts to suggest such strategies by applying neural network, logistic regression, and C5.0 techniques to credit card data. We used a real data set of four years from 1997 to 2000, which were gathered from a credit card company. Experimental results revealed that our approach could yield robust strategies for retaining customers by reducing the churning rate.

• Journal of the Korean Society of Clothing and Textiles
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• v.40 no.4
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• pp.763-774
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• 2016

Companies have recently become interested in the importance of long-term relationships with customers because business-based marketing ideas of the past have evolved into long-term relationship-based marketing. Establishing a relationship with customers to a company is not a simple method to form a market of consumers and provider; it is now understood as an important factor directly connected to the survival of a company. This study is to help Korean fashion brands in China build an efficient strategy for sales promotion and loyal customers through the analysis of the effect of familiarity with Korean fashion brands on satisfaction and brand loyalty in a rapidly growing Chinese fashion market. An online questionnaire covering Korean fashion brands in China was completed by 377 Chinese male and female customers aged 20 to 39 years old from March 20 to March 27, 2014. Data analysis was performed by factor analysis and path analysis using SPSS 20.0 and AMOS. Both direct experiences and indirect experiences influenced brand familiarity. It showed that brand familiarity had a significant direct effect and an indirect effect through satisfaction on brand loyalty. A competitive advantage in the present Chinese fashion market requires that loyalty builds and that brand loyalty increases by creating a long-term relationship with customers when familiarity about the brand is induced.

• Journal of the Korea Society of Computer and Information
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• v.11 no.2 s.40
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• pp.303-317
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• 2006

The process of segmenting customers in CRM should take into equal consideration both the companies' and customers' expected value. However, most of the current studies on customer segmentation have focused only on the companies view in terms of profitability. This study focuses on clarifying a problem and proposing a modified view in the customer segmentation step. The authors offer a proposition which is beneficial to both customers and companies, and thus makes the segmentation step more balanced. There is a two-pronged focus on customer segmentation in this study: first, this paper proposes a balanced view considering not only companies' expected value, but also that of the customers'. Secondly, such balanced segmentation will give a more accurate definition of loyal customers for a given company. This new approach can be expected to improve the level of satisfaction and the length of customer retention, and to increase effectiveness in corporate resource allocation for customer target marketing, as well as improve company insight into customer needs and preferences.

• International Commerce and Information Review
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• v.13 no.3
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• pp.169-201
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• 2011

There was a new wave in grocery business with development of information and technology, thus a movement from traditional stores to online stores, In order to expand the scale of traditional supermarket and to satisfy the customers' needs, they provide offline and online services simultaneously. This paper is based on the previous studies which had been researched in developed countries from late 1990s to early 2000s and the purpose of this study is to introduce the idea and operation system of e-Grocery business. Moreover, we suggest the alternatives on delivery service methods in order to satisfy the customers' needs through analyzing the current condition of e-Grocers in Korea. According to the result of this study, Korean e-Grocers offer only attended home delivery services. In our opinion, Korean supermarkets have to take hybrid model which Tesco.com is using. There are some alternatives to increase the profits of Korean e-Grocers and to provide better services to their customers as follows: As an alternatives for delivery services, picking service is the easiest and cheapest way to apply for supermarkets. This is very useful for working women and also it is possible to order by smartphone recently. They can order the goods to the closest local supermarkets from working place, and then they pick them up on the way home from working off. In order to improve the quality of delivery services, to use the reception box will be the way to provide better services to the customers. The reception box is a way to protect the quality of goods such as fresh-cut product, which require the freshness through the temperature adjustment, and also to keep the safety of ordered goods through locking system Through this system, supermarkets are able to use attended or unattended services under the customers' satisfaction. However, using the reception box is expensive, so shared reception box will be an alternative. As an alternative for development of e-Grocery business, the advertisement for e-Grocery business has to be supported in order to attract potential customers in e-Grocery business. Furthermore, the main concerns of e-Grocery business such as the sanitation and safety of goods, and convenience must be guaranteed in order to keep the loyal customers and to attract new customers.

• The Korean Journal of Franchise Management
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• v.13 no.1
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• pp.47-57
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• 2022

Purpose: Recently, it is common to see cases where an amount similar to the cost of a meal is spent on dessert, or an amount greater than the cost of a meal is spent on dessert. The generation MZ is showing a tendency of 'value consumption' by consuming values and beliefs in consideration of the recent impact on society and the environment. Therefore, this study aims to analyze the effect of dessert cafe quality and eco-friendly behavior on customer trust and loyalty targeting the generation MZ who have visited desert cafés. This study examined the mediating role of customer trust in the relationships between desert café quality, eco-friendly behavior and customer loyalty, and also the moderating effect of and eco-friendly behavior on customer trust and customer loyalty. Research design, data, and methodology: To achieve purposes of this study, 229 data were collected from respondents who visited desert café and analyzed using measurement model (reliability test and correlation analysis), Fornell-Larcker Criterion and Heterotrait-Monotrait Ratio (HTMT) assessment, and structural equation model (PLS-SEM) with SPSS 22.0 and SmartPLS 3.3.7. Results: The research results are as follows. First, desert cafes' quality positively influenced customer trust but did not customer loyalty. Second, desert cafes' eco-friendly behavior positively influenced customer trust and customer loyalty. Fourth, the interaction term of dessert cafe quality and eco-friendly behavior did not influence customer trust and customer loyalty. Conclusions: This study emphasized the necessity of service quality and eco-friendly behavior of dessert cafes by examining the relationship between the quality of dessert cafes and eco-friendly behaviors, customer trust and loyalty. It also found the importance of the role of trust in securing loyal customers. In order to secure and retain loyal customers, the owners of dessert cafes should make effortsto improve the quality of the cafes' products and services so that customers can feel a sense of trust, and actively publicize that they are practicing eco-friendly management. As a result of this study, it is intended to provide practical implications for the management of dessert cafes by understand ing the effects of product and service quality and eco-friendly behaviors of companies to bakery industry workers and start-ups.

• 한국데이터정보과학회:학술대회논문집
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• 2006.04a
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• pp.109-120
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• 2006

Huge information has been made due to the current computing environment and could not be acceptable. People want the information which they can understand and accept easily. They may want not only simple information but also knowledge. That is why data mining becomes a center of information. We use RFM analysis in order to create customer score. Customers are classified into five groups(most oxcellenrexcellenycommoflowerilowest) for a various marketing activities. We can found the significant patterns in each group, and classify customers from loyal customers to leaving customers in the near future by the indirect data mining(e.g. association analysis) and the direct data mining(e.g. decision tree, logistic regression analysis, etc.), which are named in this study. Our research focuses on the advanced models by applying the association rules in data mining. Our results indicate that the indirect data mining and the direct data mining seem to have same outputs, but the former shows more clear pattern then the latter one.

• The Journal of Asian Finance, Economics and Business
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• v.7 no.8
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• pp.395-405
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• 2020

This study examines the relationships and the impacts of service quality, customer satisfaction and switching costs on customer loyalty of e-banking in commercial banks. This study uses questionnaires with 7-point Likert scale to collect data from 227 e-banking users, who are mainly students and paid employees in Hanoi City, Vietnam. The collected data are analyzed by using multivariate linear regression method. The results show that all five factors of service quality in e-banking - reliability, responsiveness, service capacity, empathy and tangibility - have positive correlations with customer satisfaction. Among these determinants, service capacity and tangibility have the strongest impact. It means that, by increasing the quality of their services through five above factors, especially through improving capacity and tangibility, commercial banks can satisfy their customer better. In addition, customer satisfaction is strongly and positively correlated to customer loyalty. It means that, if customers are satisfied with e-banking services of one bank, they not only continue to do more businesses with this bank, but also recommend this bank to other people. Lastly, customer loyalty also has a strong and positive correlation with switching costs, which means customers tend to be loyal to one bank if the barriers to switching banks increase.

• Proceedings of the Korean Institute of Information and Commucation Sciences Conference
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• 2017.05a
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• pp.156-157
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• 2017

Among the various sports, recognition of golf sport is changing the privileged classes sport into a popular sport. In this kind of sport area, there are many loyal customers of golf sport relatively compared to the other marketing products or sports. Therefore, in this paper, we have analyzed the online buying pattern of customers through the popularization of golf such as golf ball or accessories and want to promote activation marketing in the online environment. For these, we suggest the way to promote marketing activation by analyzing online data.

• Korean Journal of Organic Agriculture
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• v.19 no.3
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• pp.309-327
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• 2011

The paper analyzed on the level of consumer member's awareness to green marketing strategies (4P's; product, price, place and promotion strategies) of Hansalim specialty shops for environmentally friendly agri-products. For the study, Hansalim-Cheonanasan members had been surveyed. Consumers purchase environmentally friendly agri-products because quality and freshness of those is good. The difference in amount of the average monthly purchase between loyal customers and disloyal customers is about 130,000 won. And customer's awareness is that the first is promotion strategy, the second product strategy, the third place strategy, the last price strategy. The average monthly purchase is related with product strategy in correlations between the 4P's each other. If Hansalim maintains a product strategy, promotes extensively and keeps their product standard, more consumers will purchase Hansalim products because the most important one of effect of green marketing strategies on consumer behavior is products. Hansalim needs to go into action to increase recognition. Some of consumers have misconcepts or don't know about the 4P's well. If Hansalim promotes positively considering interrelationship about 4P's strategies or other strategies, the consumers awareness will be changed more effectively. This study shows that balanced 4P's is better than only one superior strategy because of the correlation amomg green marketing strategies.

• Journal of Information Technology Services
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• v.21 no.4
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• pp.75-90
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• 2022

From the past to the present, reviews have had much influence on consumers' purchasing decisions. Companies are making various efforts, such as introducing a review incentive system to increase the number of reviews. Recently, as various types of reviews can be left, reviews have begun to be recognized as interesting new content. This way, reviews have become essential in creating loyal customers. Therefore, research and utilization of reviews are being actively conducted. Some studies analyze reviews to discover customers' needs, studies that upgrade recommendation systems using reviews, and studies that analyze consumers' emotions and attitudes through reviews. However, research that predicts the future using reviews is insufficient. This study used a dataset consisting of two reviews written in pairs with differences in usage periods. In this study, the direction of consumer product evaluation is predicted using KoBERT, which shows excellent performance in Text Deep Learning. We used 7,233 reviews collected to demonstrate the excellence of the proposed model. As a result, the proposed model using the review text and the star rating showed excellent performance compared to the baseline that follows the majority voting.