Application of data mining technique for customer purchase behavior via Extended RFM model with focus on BCG matrix from a data set of online retailing

Soma Gholamveisy, Seyedamirmasoud Homayooni, Milad Shemshaki, Sogand Sheykhan, Payam Boozary, Hamed Ghorban Tanhaei, Nasrin Akbari

Article ID: 4426
Vol 8, Issue 7, 2024

VIEWS - 910 (Abstract)

Abstract


This study explores the integration of data mining, customer relationship management (CRM), and strategic management to enhance the understanding of customer behavior and drive revenue growth. The main goal is the use of application of data mining techniques in customer analytics, focusing on the Extended RFM (Recency, Frequency, Monetary Value and count day) model within the context of online retailing. The Extended RFM model enhances traditional RFM analysis by incorporating customer demographics and psychographics to segment customers more effectively based on their purchasing patterns. The study further investigates the integration of the BCG (Boston Consulting Group) matrix with the Extended RFM model to provide a strategic view of customer purchase behavior in product portfolio management. By analyzing online retail customer data, this research identifies distinct customer segments and their preferences, which can inform targeted marketing strategies and personalized customer experiences. The integration of the BCG matrix allows for a nuanced understanding of which segments are inclined to purchase from different categories such as “stars” or “cash cows,” enabling businesses to align marketing efforts with customer tendencies. The findings suggest that leveraging the Extended RFM model in conjunction with the BCG matrix can lead to increased customer satisfaction, loyalty, and informed decision-making for product development and resource allocation, thereby driving growth in the competitive online retail sector. The findings are expected to contribute to the field of Infrastructure Finance by providing actionable insights for firms to refine their strategic policies in CRM.


Keywords


data mining; customer purchase behavior; Extended RFM; BCG matrix

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References


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DOI: https://doi.org/10.24294/jipd.v8i7.4426

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