Search results for: recency

2 Forecasting Materials Demand from Multi-Source Ordering

Abstract:

The downstream manufactures will order their materials from different upstream suppliers to maintain a certain level of the demand. This paper proposes a bivariate model to portray this phenomenon of material demand. We use empirical data to estimate the parameters of model and evaluate the RMSD of model calibration. The results show that the model has better fitness.

Keywords: Farlie-Gumbel-Morgenstern family of bivariate distributions, multi-source ordering, materials demand quantity, recency, ordering time.

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1 Customer Segmentation Model in E-commerce Using Clustering Techniques and LRFM Model: The Case of Online Stores in Morocco

Authors: Rachid Ait daoud, Abdellah Amine, Belaid Bouikhalene, Rachid Lbibb

Abstract:

Given the increase in the number of e-commerce sites, the number of competitors has become very important. This means that companies have to take appropriate decisions in order to meet the expectations of their customers and satisfy their needs. In this paper, we present a case study of applying LRFM (length, recency, frequency and monetary) model and clustering techniques in the sector of electronic commerce with a view to evaluating customers’ values of the Moroccan e-commerce websites and then developing effective marketing strategies. To achieve these objectives, we adopt LRFM model by applying a two-stage clustering method. In the first stage, the self-organizing maps method is used to determine the best number of clusters and the initial centroid. In the second stage, kmeans method is applied to segment 730 customers into nine clusters according to their L, R, F and M values. The results show that the cluster 6 is the most important cluster because the average values of L, R, F and M are higher than the overall average value. In addition, this study has considered another variable that describes the mode of payment used by customers to improve and strengthen clusters’ analysis. The clusters’ analysis demonstrates that the payment method is one of the key indicators of a new index which allows to assess the level of customers’ confidence in the company's Website.

Keywords: Customer value, LRFM model, Cluster analysis, Self-Organizing Maps method (SOM), K-means algorithm, loyalty.

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