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Recolector de Ciencia Abierta, RECOLECTA
Bachelor thesis . 2020
License: CC BY NC SA
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Recolector de Ciencia Abierta, RECOLECTA
Bachelor thesis . 2020
License: CC BY NC SA
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Simulación de la recepción de pedidos para comparar estrategias de identificación de clientes con riesgo de abandono

Authors: Pérez Poyo, Alberto;

Simulación de la recepción de pedidos para comparar estrategias de identificación de clientes con riesgo de abandono

Abstract

Este trabajo se centra en identificar cambios en el comportamiento de compra de los clientes de una empresa para reaccionar lo más rápido posible cuando se sospecha que un cliente ha abandonado la empresa o está en proceso de abandono. Para conseguirlo, se modelaron diferentes tipos de clientes que podría tener una empresa según diferentes comportamientos de compra definidos a través de parámetros flexibles para, más tarde, generar una base de datos de pedidos históricos de cada cliente a lo largo de un tiempo definido al inicio de la simulación. Gracias a los pedidos históricos generados, es posible detectar y alertar la posible pérdida de clientes de días posteriores haciendo comparaciones entre los nuevos pedidos y los de otros periodos o señalando un decrecimiento continuado durante varios días. Además, es posible graficar los pedidos en función del tiempo del cliente concreto que se desee analizar para poder observar su comportamiento histórico. Toda la programación se ha realizado utilizando el software estadístico R. Es importante destacar que el programa creado es una simplificación de la realidad y ha sido especialmente diseñado de forma muy flexible en la elección de parámetros para ser fácilmente mejorable y ampliable. Tras comprobar los resultados de la simulación y contrastarlos con los gráficos, se puede concluir que las alertas de potenciales pérdidas de clientes funcionan correctamente y son de utilidad; cumpliendo así, finalmente, todos los objetivos planteados en el trabajo.

Country
Spain
Keywords

Mercat -- Anàlisi, Àrees temàtiques de la UPC::Economia i organització d'empreses::Màrqueting, :Economia i organització d'empreses::Màrqueting [Àrees temàtiques de la UPC], Market surveys, Consumidors -- Conducta, Consumer behavior

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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!
views
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