DocumentCode :
661152
Title :
Customer segmentation and analysis of a mobile telecommunication company of Pakistan using two phase clustering algorithm
Author :
Masood, Sarfaraz ; Ali, Mohamed ; Arshad, F. ; Qamar, Ali Mustafa ; Kamal, Arman ; Rehman, Akif
Author_Institution :
Dept. of Comput., Nat. Univ. of Sci. & Technol. (NUST), Islamabad, Pakistan
fYear :
2013
fDate :
10-12 Sept. 2013
Firstpage :
137
Lastpage :
142
Abstract :
Pakistan hosts a competitive and fluid telecommunication market and for a company to sustain, create customer value and increase economic efficiency, it needs to better understand its customers. The purpose of clustering or customer segmentation is to deliver actionable results for marketing, product development and business planning. In this paper, we focus on customer segmentation using clustering algorithms on real data of a telecommunication company in Pakistan. After choosing appropriate attributes for clustering, we used the two-step clustering algorithm in order to create different customer segments. Moreover, the insights obtained from each segment were analyzed before suggesting marketing strategies for up-selling and better targeted campaigns.
Keywords :
customer profiles; economics; mobile radio; pattern clustering; product development; strategic planning; telecommunication services; Pakistan; business planning; competitive telecommunication market; customer analysis; customer segmentation; customer understanding; customer value; economic efficiency; fluid telecommunication market; mobile telecommunication company; product development; two phase clustering algorithm; two-step clustering algorithm; up-selling marketing strategy; Algorithm design and analysis; Clustering algorithms; Communications technology; Companies; Correlation; Noise; Business Intelligence; Clustering; Customer segmentation; Two-Step clustering algo-rithm;
fLanguage :
English
Publisher :
ieee
Conference_Titel :
Digital Information Management (ICDIM), 2013 Eighth International Conference on
Conference_Location :
Islamabad
Print_ISBN :
978-1-4799-0613-0
Type :
conf
DOI :
10.1109/ICDIM.2013.6693978
Filename :
6693978
Link To Document :
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