Using decision tree and association rules to predict cross selling opportunities

Proceedings of the 7th International Conference on Machine Learning and Cybernetics, ICMLC

Volumn 3, Issue , 2008, Pages 1807-1811

  Yang, Xue Cheng ^a   Wu, Jun ^a   Zhang, Xiao Hang ^a   Lu, Ting Jie ^a  

^a BEIJING UNIVERSITY OF POSTS AND TELECOMMUNICATIONS   (China)

Author keywords

Association rule; Cross selling; Decision tree; Mobile telecommunications services

Indexed keywords

ADMINISTRATIVE DATA PROCESSING; ASSOCIATION RULES; ASSOCIATIVE PROCESSING; CELLULAR TELEPHONE SYSTEMS; CONTROL THEORY; CYBERNETICS; DATA WAREHOUSES; DECISION THEORY; DECISION TREES; LEARNING SYSTEMS; MATHEMATICAL MODELS; MILITARY OPERATIONS; ROBOT LEARNING; TELECOMMUNICATION; TELECOMMUNICATION SYSTEMS;

ACCURACY RATES; CROSS SELLING; INNOVATIVE APPROACHES; MOBILE TELECOMMUNICATIONS; MOBILE TELECOMMUNICATIONS SERVICES; NEW SERVICES; SELLING OPPORTUNITIES; SELLING POLICIES;

SALES;

EID: 57749113295     PISSN: None     EISSN: None     Source Type: Conference Proceeding    
DOI: 10.1109/ICMLC.2008.4620698     Document Type: Conference Paper

References (12)

1. Ezawa, K. J. and Norton, S. W., "Constructing bayesian networks to predict uncollectible telecommunications accounts", IEEE Expert, Vol. 11, No. 5, pp.45-51, Oct. 1996.
2. Berson, A., Smith, S. and Thearling, K., Building Data Mining Applications for CRM, McGraw-Hill, New York, NY, 2000.
3. th Hawaii International Conference on System Sciences, Vol. 5, pp.465-473, 1997.
4. Berry, M. J. A. and Linoff, G., Data Mining Techniques: For Marketing, Sales, and Customer Support, John Wiley & Sons, Inc., New York, 1997.
5. Kamkura, W.A., Ramaswami, S.N., and Srivastava, R.K., "Applying latent trait analysis in the evaluation of prospects for cross-selling of financial services", International Journal of Research in Marketing, No. 8, pp. 329-349, 1991.
6. Paas, L., Kuijlen, T., "Acquisition pattern analysis for recognizing cross-sell opportunities in the financial services sector", Journal of Targeting, Measurement and Analysis for Marketing, No. 3, pp. 230-240, 2001.
7. Knott, A., Hayes, A., and Neslin, S.A., "Next-product-to-buy models for cross-selling applications", Journal of Interactive Marketing, Vol. 16, No. 3, pp. 59-75, 2002.
8. Harrison, T., Ansell, J., "Customer retention in the insurance industry: using survival analysis to predict cross-selling opportunities", Journal of Financial Services Marketing, No. 3, pp. 229-239, 2002.
9. Hughes, and Arthur M., "Strategic database marketing", Probus Publishing, Chicago, 1994.
10. th VLDB Conference, Santiago, Chile, 1994.
11. Sun Baohong, Shibo Li, and Catherine Zhou, "'Adaptive' learning and 'proactive' customer relationship management", Journal of Interactive Marketing, No. 20, pp. 82-96, 2006.
12. Akqura, M. T., and K. Srinivasan. "Customer intimacy and cross-selling strategy", Management Science, Vol. 51, No.6, pp. 1007-1012, 2005.