Identification of Dominant Customer Behavior Patterns among different Sectors over Time (Case Study: Ansar Bank)

Q: How can I download an article?

To download an article from SID, first log in to the site, search for the article title, and click on the 'Download Article' option.

Q: How can I download an ISI article?

To download an ISI article on SID, enter the keyword or article title in the search bar, view the relevant results, click on the desired article, and select the 'Download Article' option.

Q: How can I access the SID database?

To access the SID database, visit SID.ir, create an account, and log in to access scientific resources.

Q: Is downloading articles from SID free?

Some articles on SID are available for free, while others require payment. Details are specified on the article's page.

Gharib Iman; TOLOIE ESHLAGHY ABBAS; HEIDARZADEH HANZAEE KAMBIZ; RADFAR REZA

مرکز اطلاعات علمی Scientific Information Database (SID) - Trusted Source for Research and Academic Resources

Journal Paper

Paper Information

Journal: New Marketing Research Journal Year:2019 | Volume:8 | Issue:4 (31) Page(s): 149-165

Download Full-Text

Persian Verion

View:

483

Download:

Cites:

Information Journal Paper

Title

Identification of Dominant Customer Behavior Patterns among different Sectors over Time (Case Study: Ansar Bank)

Author(s)

Gharib Iman | TOLOIE ESHLAGHY ABBAS | HEIDARZADEH HANZAEE KAMBIZ | RADFAR REZA | Issue Writer Certificate

Keywords

SegmentationQ1

Customer Dynamic BehaviorQ1

Association RulesQ1

Abstract

Due to increasing competition among banks, in order to attract new customers, understanding and predicting their behaviors are very critical. In order to analyze customer behavior, it is necessary to identify customers, distinguish between them, and recognize more valuable customers. To distinguish among customers, Segmentation concepts are used. A new issue that has recently been raised in customer Segmentation is considering dynamic behavior of customers. Based on the developments in IT, offering new banking services and the banks competitions to increase market share as well as the psychological and environmental factors the dynamics of customers’ behavior should be considered over time. Transferring customers to different sectors over time and discovering the dominant models in their displacements between sectors are one of the important topics in this context. Therefore, this article aims to identify the behavioral clusters, the dominant patterns of displacement, and the leading characteristics and patterns of customer displacements with a focus on the customer dynamics behavior of Ansar Bank. To this end, customers have been clustered and tagged in each of the time periods using the RFM variable. By sticking labels at each interval, the transmission patterns are obtained for the customer's behavior. Then, with the help of combination method clustering and Association Rules, patterns of behavior have been analyzed. Based on the results, four clusters of behaviors were identified: low-value customers with sustainable model, low-value customer with unsustainable profitability model, turned away customers with average profitability, loyal customers with low profitability and the relationships between them have been analyzed. The outcomes of this study can play a remarkable role for top managers to take appropriate marketing strategies.

Cites

No record.

References

No record.

Cite

APA: Copy

Gharib, Iman, TOLOIE ESHLAGHY, ABBAS, HEIDARZADEH HANZAEE, KAMBIZ, & RADFAR, REZA. (2019). Identification of Dominant Customer Behavior Patterns among different Sectors over Time (Case Study: Ansar Bank). NEW MARKETING RESEARCH JOURNAL, 8(4 (31) ), 149-165. SID. https://sid.ir/paper/194596/en

Vancouver: Copy

Gharib Iman, TOLOIE ESHLAGHY ABBAS, HEIDARZADEH HANZAEE KAMBIZ, RADFAR REZA. Identification of Dominant Customer Behavior Patterns among different Sectors over Time (Case Study: Ansar Bank). NEW MARKETING RESEARCH JOURNAL[Internet]. 2019;8(4 (31) ):149-165. Available from: https://sid.ir/paper/194596/en

IEEE: Copy

Iman Gharib, ABBAS TOLOIE ESHLAGHY, KAMBIZ HEIDARZADEH HANZAEE, and REZA RADFAR, “Identification of Dominant Customer Behavior Patterns among different Sectors over Time (Case Study: Ansar Bank),” NEW MARKETING RESEARCH JOURNAL, vol. 8, no. 4 (31) , pp. 149–165, 2019, [Online]. Available: https://sid.ir/paper/194596/en

Related Journal Papers