Using hybrid data mining techniques for facilitating cross-selling of a mobile telecom market to develop customer classification model

Hyunchul Ahn, Chiwoo Song, Jae Joon Ahn, Hyoung Yong Lee, Tae Yoon Kim, Kyong Joo Oh

Research output: Chapter in Book/Report/Conference proceedingConference contribution

4 Citations (Scopus)

Abstract

As the competition between mobile telecom operators becomes severe, it becomes critical for operators to diversify their business areas. Especially, the mobile operators are turning from traditional voice communication to mobile value-added services (VAS), which are new services to generate more ARPU (average revenue per user). That is, cross-selling is critical for mobile telecom operators to expand their revenues and profits. In this study, we propose a customer classification model. Our model uses the cumulated data on the existing customers including the patterns for using old products or services to find prospects for purchasing. The data mining techniques are applied to our proposed model in two steps. In the first step, several classification techniques are applied independently. In the second step, our model compromises all these probabilities by using genetic algorithm. To validate the usefulness of our model, we applied it to a real-world mobile telecom company's case in Korea.

Original languageEnglish
Title of host publicationProceedings of the 43rd Annual Hawaii International Conference on System Sciences, HICSS-43
DOIs
Publication statusPublished - 2010
Event43rd Annual Hawaii International Conference on System Sciences, HICSS-43 - Koloa, Kauai, HI, United States
Duration: 2010 Jan 52010 Jan 8

Publication series

NameProceedings of the Annual Hawaii International Conference on System Sciences
ISSN (Print)1530-1605

Other

Other43rd Annual Hawaii International Conference on System Sciences, HICSS-43
CountryUnited States
CityKoloa, Kauai, HI
Period10/1/510/1/8

All Science Journal Classification (ASJC) codes

  • Engineering(all)

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  • Cite this

    Ahn, H., Song, C., Ahn, J. J., Lee, H. Y., Kim, T. Y., & Oh, K. J. (2010). Using hybrid data mining techniques for facilitating cross-selling of a mobile telecom market to develop customer classification model. In Proceedings of the 43rd Annual Hawaii International Conference on System Sciences, HICSS-43 [5428637] (Proceedings of the Annual Hawaii International Conference on System Sciences). https://doi.org/10.1109/HICSS.2010.429