FOREIGN TRADE CUSTOMERS OF IRAN EDIBLE FRUITS MARKET

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GHAZANFARI MEHDI; MALEKMOHAMADI SAMIRA; ALIZADEH SOMAYEH; FATHOLAH MEHDI

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Journal: Iranian Journal of Trade Studies Year:2010 | Volume:14 | Issue:55 Page(s): 151-181

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Information Journal Paper

Title

FOREIGN TRADE CUSTOMERS OF IRAN EDIBLE FRUITS MARKET

Author(s)

GHAZANFARI MEHDI | MALEKMOHAMADI SAMIRA | ALIZADEH SOMAYEH | FATHOLAH MEHDI | Issue Writer Certificate

Keywords

FOREIGN TRADEQ2

CUSTOMERQ2

FRUITQ2

EXPORTQ2

Abstract

Data mining is a powerful new technique to help companies mining the patterns and trends in their CUSTOMERs' data, then to drive improved CUSTOMER relationships, and it is one of well-known tools gi~): en to CUSTOMER relationship management (CRM). Segmentation is the method of knowing the CUSTOMERs and partitioning a population of CUSTOMERs into smaller groups. The goal of this paper is developing a novel country segmentation methodology based on Recency (R), Frequency (F) and Monetary value (M) variables of Edible FRUITs EXPORT from Islamic Republic of Iran to other countries during 11 years (1995-2005). After the variables are calculated, clustering methods (K-means and fuzzy K-means) are used to segment countries and compare the results of these methods by three different criteria. By using CUSTOMER pyramid and decision tree, clusters are classified into four tiers: Loyal CUSTOMER, Active CUSTOMER, New CUSTOMER and Inactive CUSTOMER. Consequently, the data are used to analyze the relative profitability of each CUSTOMER cluster and the proper CRM strategy is determined for them.

Cites

PROVIDING SYNTHETIC DATA MINING MODEL USING ASSOCIATION RULES AND CLUSTERING FOR DETERMINING DISCOUNTING STRATEGY (CASE STUDY: PEGAH DISTRIBUTION CO.)

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APA: Copy

GHAZANFARI, MEHDI, MALEKMOHAMADI, SAMIRA, ALIZADEH, SOMAYEH, & FATHOLAH, MEHDI. (2010). FOREIGN TRADE CUSTOMERS OF IRAN EDIBLE FRUITS MARKET. IRANIAN JOURNAL OF TRADE STUDIES (IJTS), 14(55), 151-181. SID. https://sid.ir/paper/7144/en

Vancouver: Copy

GHAZANFARI MEHDI, MALEKMOHAMADI SAMIRA, ALIZADEH SOMAYEH, FATHOLAH MEHDI. FOREIGN TRADE CUSTOMERS OF IRAN EDIBLE FRUITS MARKET. IRANIAN JOURNAL OF TRADE STUDIES (IJTS)[Internet]. 2010;14(55):151-181. Available from: https://sid.ir/paper/7144/en

IEEE: Copy

MEHDI GHAZANFARI, SAMIRA MALEKMOHAMADI, SOMAYEH ALIZADEH, and MEHDI FATHOLAH, “FOREIGN TRADE CUSTOMERS OF IRAN EDIBLE FRUITS MARKET,” IRANIAN JOURNAL OF TRADE STUDIES (IJTS), vol. 14, no. 55, pp. 151–181, 2010, [Online]. Available: https://sid.ir/paper/7144/en

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