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Research on Customer Segmentation Based on a Two-Stage SOM Clustering Algorithm

Authors: Ying Li; Yuanyuan Wu; Feng Lin;

Research on Customer Segmentation Based on a Two-Stage SOM Clustering Algorithm

Abstract

Correct customer segmentation is the first step of effective CRM, not only play a role to optimize enterprise's resources distribution or reduce cost, but also obtain more profitable market penetration. This paper proposed a two-stage clustering algorithm based on Self-Organizing feature Map, which avails of Self-Organizing feature Map to cluster the raw data initially, and then makes use of K-means method to merge the clusters resulted from the first step. Thus, the final clustering result is obtained. According to RFM method and constituents of customer value, customer segmentation indexes are selected. Based on the transaction database of one stock exchange in Shanghai, customer segmentation models are constructed and then Clementine11.1 is used to mine the two. Afterward, the segmentation results are found and corresponding marketing strategy toward each cluster is constituted.

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
2
Average
Top 10%
Average
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