ETD

Digital archive of theses discussed at the University of Pisa

 

Thesis etd-09192016-133132


Thesis type
Tesi di laurea magistrale
Author
XU, XIAOFENG
URN
etd-09192016-133132
Thesis title
Customer Segmentation in Business Strategies: Based on Loyalty & Trade-In Programs
Department
INFORMATICA
Course of study
INFORMATICA PER L'ECONOMIA E PER L'AZIENDA (BUSINESS INFORMATICS)
Supervisors
relatore Prof. Bacciu, Davide
controrelatore Prof. Nanni, Mirco
Keywords
  • Data Mining Technologies
  • Customer Value
  • Customer Segmentation
  • Customer Loyalty
Graduation session start date
07/10/2016
Availability
Withheld
Release date
07/10/2019
Summary
Customers have different buying behaviors and create different values to a firm. Through analyzing the company's sales data with data mining technologies, I have segmented the company's customers into 7 segments where customers have different buying behaviors. Based on the segmentation result, I designed Loyalty an Trade-In programs, in order to on one hand keep and increase profitable customers' loyalty and profits, on the other hand, also decrease costs on unprofitable customers. At end of the thesis, I also discuss what future works need to be done in order to control the performance of the programs.
File