UTILIZATION OF FUZZY DELPHI ANALYTICAL HIERARCHY PROCESS (FDAHP) AND HIERARCHICAL CLUSTER ANALYSIS (HCA) IN RFM MODEL FOR MEASUREMENT THE CUSTOMER, LIFE TIME VALUE: THE CASE OF TOOS SHARGH COMPANY

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.

KAFASHPOOR AZAR; ALIZADEH ZOERAM ALI

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

Journal Paper

Paper Information

Journal: New Marketing Research Journal Year:2012 | Volume:2 | Issue:3 (6) Page(s): 51-68

Download Full-Text

Persian Verion

View:

1,686

Download:

Cites:

Information Journal Paper

Title

UTILIZATION OF FUZZY DELPHI ANALYTICAL HIERARCHY PROCESS (FDAHP) AND HIERARCHICAL CLUSTER ANALYSIS (HCA) IN RFM MODEL FOR MEASUREMENT THE CUSTOMER, LIFE TIME VALUE: THE CASE OF TOOS SHARGH COMPANY

Author(s)

KAFASHPOOR AZAR | ALIZADEH ZOERAM ALI | Issue Writer Certificate

Keywords

CUSTOMER RELATIONSHIP MANAGEMENT (CRM)Q2

CUSTOMER LIFE TIME VALUE (CLV)Q2

RFM MODELQ2

FUZZY DELPHI ANALYTICAL HIERARCHY PROCESS (FDAHP)Q2

HIERARCHICAL CLUSTER ANALYSIS (HCA)Q2

Abstract

Nowadays, with entrance of customer relationship management (CRM) in new fields, Identifying the various customers features and optimum allocating of resources to them based on their value for companies has converted in to one of the main concerns in CRM. The aim of this paper is to propose a suitable model for measurement the customer life time value (CLV) as a criterion for optimum allocating of resources. In proposal process of this study that was performed in Toos Shargh company, after determining weights of the indexes of RFM MODEL (Recency, Frequency, Monetary) using fuzzy delphi analytical hierarchy process (FDAHP), processing the values of indexes at 210 customers and hierarchical clustering of customers (using SPSS), Finally, was measured CLV in 6 Clusters. Findings of this paper provide criteria for analysis of customers features based on RFM MODEL and CLV and Identifying the main and valuable customers. In addition, were presented suggestions for improvement of CRM system based on findings.

Cites

No record.

References

Cite

APA: Copy

KAFASHPOOR, AZAR, & ALIZADEH ZOERAM, ALI. (2012). UTILIZATION OF FUZZY DELPHI ANALYTICAL HIERARCHY PROCESS (FDAHP) AND HIERARCHICAL CLUSTER ANALYSIS (HCA) IN RFM MODEL FOR MEASUREMENT THE CUSTOMER, LIFE TIME VALUE: THE CASE OF TOOS SHARGH COMPANY. NEW MARKETING RESEARCH JOURNAL, 2(3 (6)), 51-68. SID. https://sid.ir/paper/194639/en

Vancouver: Copy

KAFASHPOOR AZAR, ALIZADEH ZOERAM ALI. UTILIZATION OF FUZZY DELPHI ANALYTICAL HIERARCHY PROCESS (FDAHP) AND HIERARCHICAL CLUSTER ANALYSIS (HCA) IN RFM MODEL FOR MEASUREMENT THE CUSTOMER, LIFE TIME VALUE: THE CASE OF TOOS SHARGH COMPANY. NEW MARKETING RESEARCH JOURNAL[Internet]. 2012;2(3 (6)):51-68. Available from: https://sid.ir/paper/194639/en

IEEE: Copy

AZAR KAFASHPOOR, and ALI ALIZADEH ZOERAM, “UTILIZATION OF FUZZY DELPHI ANALYTICAL HIERARCHY PROCESS (FDAHP) AND HIERARCHICAL CLUSTER ANALYSIS (HCA) IN RFM MODEL FOR MEASUREMENT THE CUSTOMER, LIFE TIME VALUE: THE CASE OF TOOS SHARGH COMPANY,” NEW MARKETING RESEARCH JOURNAL, vol. 2, no. 3 (6), pp. 51–68, 2012, [Online]. Available: https://sid.ir/paper/194639/en

Related Journal Papers