• Asia pacific journal of information systems
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• 제17권2호
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• pp.123-137
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• 2007

The advent of the Internet and related Web technologies has created an easily accessible link between a firm and its customers, and has provided opportunities to a firm to use information technology to support supplementary after-sale services associated with a product or service. It has been widely recognized that supplementary services are an important source of customer value and of competitive advantage as the characteristics of the product itself. Many of these supplementary services are information-based and need not be co-located with the product, so more and more companies are delivering these services electronically. Net-based customer service, which is defined as an Internet-based computerized information system that delivers services to a customer, therefore, is the core infrastructure for supplementary service provision. The importance of net-based customer service in delivering supplementary after-sale services associated with product has been well documented. The strategic advantages of well-implemented net-based customer service are enhanced customer loyalty and higher lock-in of customers, and a resulting reduction in competition and the consequent increase in profits. However, not all customers utilize such net-based customer service. The digital divide is the phenomenon in our society that captures the observation that not all customers have equal access to computers. Socioeconomic factors such as race, gender, and education level are strongly related to Internet accessibility and ability to use. This is due to the differences in the ability to bear the cost of a computer, and the differences in self-efficacy in the use of a technology, among other reasons. This concept, applied to e-commerce, has been called the "e-commerce divide." High Internet penetration is not eradicating the digital divide and e-commerce divide as one would hope. Besides, to accommodate personalized support, a customer must often provide personal information to the firm. This personal information includes not only name and address, but also preferences information and perhaps valuation information. However, many recent studies show that consumers may not be willing to share information about themselves due to concerns about privacy online. Due to the e-commerce divide, and due to privacy and security concerns of the customer for sharing personal information with firms, limited numbers of customers adopt net-based customer service. The limited level of customer adoption of net-based customer service affects the firm profits and the customers' welfare. We use a game-theoretic model in which we model the net-based customer service system as a mechanism to enhance customers' loyalty. We model a market entry scenario where a firm (the incumbent) uses the net-based customer service system in inducing loyalty in its customer base. The firm sells one product through the traditional retailing channels and at a price set for these channels. Another firm (the entrant) enters the market, and having observed the price of the incumbent firm (and after deducing the loyalty levels in the customer base), chooses its price. The profits of the firms and the surplus of the two customers segments (the segment that utilizes net-based customer service and the segment that does not) are analyzed in the Stackelberg leader-follower model of competition between the firms. We find that an increase in adoption of net-based customer service by the customer base is not always desirable for firms. With low effectiveness in enhancing customer loyalty, firms prefer a high level of customer adoption of net-based customer service, because an increase in adoption rate decreases competition and increases profits. A firm in an industry where net-based customer service is highly effective loyalty mechanism, on the other hand, prefers a low level of adoption by customers.

• 지능정보연구
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• 제28권1호
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• pp.263-286
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• 2022

본 연구는 웹 크롤링을 이용하여 1990년부터 2022년까지 총 32개년에 해당하는 NBA 통계 정보를 획득하고, 탐색적 데이터 분석을 통해 관심 변수를 관찰하고 관련된 파생변수를 생성한다. 입력 데이터에 대한 정제 과정을 거쳐 무의미한 변수들을 제거하고, 남은 변수에 대한 상관관계 분석, t 검정 및 분산분석을 수행하였다. 관심 변수에 대해 플레이오프 진출/미진출 그룹 간 평균의 차이를 검정하였고, 이를 보완하기 위해 순위를 기준으로 하는 3개 집단(상위/중위/하위) 간 평균 차이를 재확인하였다. 입력 데이터 중 올해 시즌 데이터만을 테스트 세트로 활용하였고, 모델 훈련을 위해서는 훈련 세트와 검증 세트를 분할하여 5-fold 교차검증을 수행하였다. 교차검증 결과와 시험 세트를 이용한 최종 분석 결과를 비교하여 성능 지표에서 차이가 없음을 확인함으로써 과적합 문제를 해결하였다. 원시 데이터의 품질 수준이 높고, 통계적 가정을 만족하기 때문에 적은 수준의 데이터 세트임에도 불구하고 대부분 모델에서 좋은 결과를 나타냈다. 본 연구는 단순히 머신러닝을 이용하여 NBA의 경기 결과를 예측하거나 플레이오프 진출 여부만을 분류하는 것에서 그치지 않고, 입력 특성의 중요도를 파악하여 높은 중요도를 갖는 주요 변수에 본 연구의 관심 대상 변수가 포함되는지를 확인하였다. Shap value의 시각화를 통해 특성 중요도의 결과만으로 해석할 수 없었던 한계를 극복하고, 변수의 진입/제거 과정에서 중요도 산출에 일관성이 부족하다는 점을 보완할 수 있었다. 본 연구에서 관심 대상으로 분류했던 3점 및 실책과 관련된 다수의 변수가 미국 프로농구에서의 플레이오프 진출에 영향을 미치는 주요 변수에 포함되는 것으로 나타났다. 본 연구는 기존의 스포츠 데이터 분석 분야에서 다루었던 경기 결과, 플레이오프 및 우승 예측 등의 주제를 포함하고 분석을 위해 여러 머신러닝 모델을 비교 분석했다는 점에서 유사성이 있지만, 사전에 관심 속성을 설정하고, 이를 통계적으로 검증함으로써 머신러닝 분석 결과와 비교하였다는 측면에서 차이가 있다. 또한 XAI 모델 중 하나인 SHAP를 이용하여 설명 가능한 시각화 결과를 제시함으로써 기존 연구와 차별화하였다.