A customer segmentation framework for targeted marketing in telecommunication

Namvar, A; Ghazanfari, M; Naderpour, M

A customer segmentation framework for targeted marketing in telecommunication

Namvar, A Ghazanfari, M Naderpour, M

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Publication Type:: Conference Proceeding
Citation:: Proceedings of the 2017 12th International Conference on Intelligent Systems and Knowledge Engineering, ISKE 2017, 2017, 2018-January pp. 1 - 6
Issue Date:: 2017-07-01

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Field	Value	Language
dc.contributor.author	Namvar, A	en_US
dc.contributor.author	Ghazanfari, M	en_US
dc.contributor.author	Naderpour, M https://orcid.org/0000-0002-3549-3875	en_US
dc.date.available	2020-05-25T19:02:39Z
dc.date.issued	2017-07-01	en_US
dc.identifier.citation	Proceedings of the 2017 12th International Conference on Intelligent Systems and Knowledge Engineering, ISKE 2017, 2017, 2018-January pp. 1 - 6	en_US
dc.identifier.isbn	9781538618295	en_US
dc.identifier.uri	http://hdl.handle.net/10453/125700
dc.description.abstract	© 2017 IEEE. Telecommunication industry is highly competitive, and mass marketing is not applicable anymore. Moreover, Mobile customers have different behaviors that urge telecom industries to differentiate their strategies to meet customers' needs. At the same time, mobile operators have an enormous amount of customer records, and data-driven approaches can help them to draw insights from this huge amount of data. Therefore, a data-driven segmentation approach can support marketing strategies to tailor their marketing plans. In this research, we adopt behavior and beneficial segmentation in a two-dimensional framework to segment customers. The results indicate that our method has an outstanding performance for customer segmentation. Moreover, we have recommended some marketing strategies based on each segment's behavior with the aim of increasing in Average Revenue Per User (ARPU) and decreasing in marketing expenses.	en_US
dc.relation.ispartof	Proceedings of the 2017 12th International Conference on Intelligent Systems and Knowledge Engineering, ISKE 2017	en_US
dc.relation.isbasedon	10.1109/ISKE.2017.8258803	en_US
dc.title	A customer segmentation framework for targeted marketing in telecommunication	en_US
dc.type	Conference Proceeding
utslib.citation.volume	2018-January	en_US
utslib.for	0806 Information Systems	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Engineering and Information Technology
pubs.organisational-group	/University of Technology Sydney/Faculty of Engineering and Information Technology/School of Information, Systems and Modelling
pubs.organisational-group	/University of Technology Sydney/Strength - CAI - Centre for Artificial Intelligence
pubs.organisational-group	/University of Technology Sydney/Strength - CAMGIS - Centre for Advanced Modelling and Geospatial lnformation Systems
utslib.copyright.status	open_access
pubs.publication-status	Published	en_US
pubs.volume	2018-January	en_US

Abstract:

© 2017 IEEE. Telecommunication industry is highly competitive, and mass marketing is not applicable anymore. Moreover, Mobile customers have different behaviors that urge telecom industries to differentiate their strategies to meet customers' needs. At the same time, mobile operators have an enormous amount of customer records, and data-driven approaches can help them to draw insights from this huge amount of data. Therefore, a data-driven segmentation approach can support marketing strategies to tailor their marketing plans. In this research, we adopt behavior and beneficial segmentation in a two-dimensional framework to segment customers. The results indicate that our method has an outstanding performance for customer segmentation. Moreover, we have recommended some marketing strategies based on each segment's behavior with the aim of increasing in Average Revenue Per User (ARPU) and decreasing in marketing expenses.

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http://hdl.handle.net/10453/125700