Title:

Cross-selling models for telecommunication services, Journal of Telekommunications and Information Technology, 2008, nr 3

Creator:

Jaroszewicz, Szymon

Subject and Keywords:

Bayesian network ; association rule ; classifier ; telecommunication service ; cross-selling

Description:

Cross-selling is a strategy of selling new products to a customer who has made other purchases earlier. Except for the obvious profit from extra products sold, it also increases the dependence of the customer on the vendor and therefore reduces churn. This is especially important in the area of telecommunications, characterized by high volatility and low customer loyalty. The paper presents two cross-selling approaches: one based on classifiers and another one based on Bayesian networks constructed based on interesting association rules. Effectiveness of the methods is validated on synthetic test data.

Publisher:

Instytut Łączności - Państwowy Instytut Badawczy, Warszawa

Date:

2008, nr 3

Resource Type:

artykuł

Format:

application/pdf

DOI:

10.26636/jtit.2008.3.887

ISSN:

1509-4553

eISSN:

1899-8852

Source:

Journal of Telecommunications and Information Technology

Language:

ang

Rights Management:

Biblioteka Naukowa Instytutu Łączności