• Title/Summary/Keyword: 이탈고객

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Analysis of Defection Customer Using Customer Segmentation on Bank -Focusing on Personal Deposit- (은행고객 세분화를 통한 이탈고객 관리분석 -가계성 예금을 중심으로-)

  • 이건창;권순재;신경식
    • Proceedings of the Korea Inteligent Information System Society Conference
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    • 2001.06a
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    • pp.261-281
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    • 2001
  • IMF이후로 우리나라의 은행들은 현재 큰 구조조정을 맞이하고 있으며 이 속에서 살아남기 위하여 기존의 고객의 유형을 분석하고 이를 마케팅 전략에 활용하는 연구의 필요성이 높아지고 있다. 기존의 만은 연구들이 은행 고객들의 유형을 설문지 분석방법에 의존하여 몇 개의 군집으로 분류하고 이들의 집단 및 특성을 연구하였다 하지만 설문데이터의 경우 고객들의 실제적인 행동이 반영되지 못하는 한계점을 가지고 있다. 이에 본 연구에서는 C은행의 실제 고객 자료를 통하여 다양한 데이터마이닝 기법을 적용하여 고객을 세분화한 다음 고객이 가계성예금을 해지하고 다른 은행으로 이탈하는 집단의 특성을 분류하고 규칙을 도출하였다. 또한 이들을 관리하는 전략을 제시하였다.

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A study on customer's churning construct in the mobile communication service (이동통신 서비스의 고객이탈 요인에 관한 연구)

  • Nam, Soo-Tai;Kim, Do-Goan;Lee, Yun-Hee;Jin, Chan-Yong
    • Proceedings of the Korean Society of Computer Information Conference
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    • 2013.07a
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    • pp.109-110
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    • 2013
  • 국내 이동통신 서비스 시장 사업자들은 신규고객 유치에 집중하기 보다는 기존고객 유지에 더 관심을 가지고 있다. 이러한 배경에는 새로운 신규고객의 창출에 소요되는 비용이 기존고객을 유지하는 비용이 적게 들기 때문이다. 따라서 고객이탈을 발생시키는 요인이 무엇인지를 본 연구에서 알아보고자 한다.

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Web Analytics 서비스의 지속적 이용의도에 관한 연구

  • Park, Jae-Seong;Kim, Jae-Jeon;Go, Jun
    • 한국경영정보학회:학술대회논문집
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    • 2008.06a
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    • pp.305-311
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    • 2008
  • 급속히 성장하고 있는 Web Analytics 서비스는 기본적으로 인터넷 상에서 기업간의 거래를 전제로 하며 서비스를 이용하는 고객사의 입장에서는 웹분석 분야 정보시스템 아웃소싱의 한 형태이다. 본 연구는 이러한 거래적 특징들을 바탕으로 경쟁이 치열해지고 있는 Web analytics 서비스 산업에서 고객사의 지속적 이용의도와 이에 영향을 주는 요인들 간의 관계를 실증연구를 통하여 살펴보았다. 연구결과 첫째, 서비스를 이용하는 고객회사들의 지속적 이용의 도는 동기적 요인인 만족도와 이탈억제 요인인 의존도가 동시에 고려됨을 알 수 있었다. 둘째, Web Analytics 서비스 산업에서 고객사의 만족도에 영향을 주는 품질 요인으로는 정보품질만이 통계적으로 유의하였다. 셋째, 거래상대방과의 관계에서 이탈이 고려될 때 이탈을 억제하는 역할을 수행하는 의존도 에 영향을 주는 요인으로는 관계가치, 전환비용, 서비스 이용기간이 의미 있는 것으로 나타났다. 넷째, 동기적 측면에서는 전환경험의 유무에 따라 시스템 품질과 공감성이 만족도에 미치는 영향관계가 다르게 나타났고, 이탈억제 측면에서는 전환경험의 유무에 따라 전환비용이 의존도에 미치는 영향관계에서 차이가 있었다.

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의사결정나무와 대응분석을 이용한 사이버 쇼핑몰의 연구

  • Go, Bong-Seong;Kim, Yeon-Hyeong
    • 한국데이터정보과학회:학술대회논문집
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    • 2001.10a
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    • pp.12-12
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    • 2001
  • 정보기술을 바탕으로 전자상거래의 규모는 빠르게 늘어가고 있다. 본 연구에서는 종합쇼핑몰의 성격을 띠는 사이버 쇼핑몰의 고객과 구매 고객의 특성 등을 살펴보고 의사결정나무를 이용한 이탈고객의 분류, 쇼핑몰에 등록된 상품군과 인구특성적인 변수들간의 대응분석을 실시하여 쇼핑몰에 대한 인식을 제고한다.

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A Study on the Effects of Solely Operated Beauty Salon's Relational Benefits on Recommendation and Defection Intentions: Mediating Effects of Customer Satisfaction (1인 미용실의 관계혜택이 추천의도와 이탈의도에 미치는 영향에 관한 연구 : 고객만족의 매개효과)

  • Jeon, Seon-Bok
    • Journal of Digital Convergence
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    • v.14 no.1
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    • pp.413-425
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    • 2016
  • This study investigated what effects the relational benefits perceived by the customers of solely operated beauty salons have on customer satisfaction, recommendation intention, and defection intention through the convergence of cosmetology and business management. For this, a total of 322 customers of solely operated beauty salons were chosen as final valid samples. For data analysis, frequency analysis, reliability analysis, confirmatory factor analysis, and correlation analysis were performed using SPSS 15.0 and AMOS 18. For a hypothesis test, lastly, path analysis was conducted using structural equation modeling. The study results found the following: First, among the relational benefits perceived by the customers of solely operated beauty salons, confidence benefits and social benefits had a positive effect on customer satisfaction. Second, the relational benefits perceived by the customers of solely operated beauty salons had a positive effect on recommendation intention. Third, confidence benefits and social benefits had a negative effect on defection intention. Fourth, customer satisfaction had a positive effect on recommendation intention. Fifth, customer satisfaction had a negative effect on defection intention. Sixth, in relationship between the relational benefits perceived by the customers of solely operated beauty salons and recommendation/defection intention, customer satisfaction revealed partial mediating effects.

Polyclass in Data Mining (데이터 마이닝에서의 폴리클라스)

  • 구자용;박헌진;최대우
    • The Korean Journal of Applied Statistics
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    • v.13 no.2
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    • pp.489-503
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    • 2000
  • Data mining means data analysis and model selection using various types of data in order to explore useful information and knowledge for making decisions. Examples of data mining include scoring for credit analysis of a new customer and scoring for churn management, where the customers with high scores are given special attention. In this paper, scoring is interpreted as a modeling process of the conditional probability and polyclass scoring method is described. German credit data, a PC communication company data and a mobile communication company data are used to compare the performance of polyclass scoring method with that of the scoring method based on a tree model.

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Customer Churning Forecasting and Strategic Implication in Online Auto Insurance using Decision Tree Algorithms (의사결정나무를 이용한 온라인 자동차 보험 고객 이탈 예측과 전략적 시사점)

  • Lim, Se-Hun;Hur, Yeon
    • Information Systems Review
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    • v.8 no.3
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    • pp.125-134
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    • 2006
  • This article adopts a decision tree algorithm(C5.0) to predict customer churning in online auto insurance environment. Using a sample of on-line auto insurance customers contracts sold between 2003 and 2004, we test how decision tree-based model(C5.0) works on the prediction of customer churning. We compare the result of C5.0 with those of logistic regression model(LRM), multivariate discriminant analysis(MDA) model. The result shows C5.0 outperforms other models in the predictability. Based on the result, this study suggests a way of setting marketing strategy and of developing online auto insurance business.

A Methodology of Customer Churn Prediction based on Two-Dimensional Loyalty Segmentation (이차원 고객충성도 세그먼트 기반의 고객이탈예측 방법론)

  • Kim, Hyung Su;Hong, Seung Woo
    • Journal of Intelligence and Information Systems
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    • v.26 no.4
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    • pp.111-126
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    • 2020
  • Most industries have recently become aware of the importance of customer lifetime value as they are exposed to a competitive environment. As a result, preventing customers from churn is becoming a more important business issue than securing new customers. This is because maintaining churn customers is far more economical than securing new customers, and in fact, the acquisition cost of new customers is known to be five to six times higher than the maintenance cost of churn customers. Also, Companies that effectively prevent customer churn and improve customer retention rates are known to have a positive effect on not only increasing the company's profitability but also improving its brand image by improving customer satisfaction. Predicting customer churn, which had been conducted as a sub-research area for CRM, has recently become more important as a big data-based performance marketing theme due to the development of business machine learning technology. Until now, research on customer churn prediction has been carried out actively in such sectors as the mobile telecommunication industry, the financial industry, the distribution industry, and the game industry, which are highly competitive and urgent to manage churn. In addition, These churn prediction studies were focused on improving the performance of the churn prediction model itself, such as simply comparing the performance of various models, exploring features that are effective in forecasting departures, or developing new ensemble techniques, and were limited in terms of practical utilization because most studies considered the entire customer group as a group and developed a predictive model. As such, the main purpose of the existing related research was to improve the performance of the predictive model itself, and there was a relatively lack of research to improve the overall customer churn prediction process. In fact, customers in the business have different behavior characteristics due to heterogeneous transaction patterns, and the resulting churn rate is different, so it is unreasonable to assume the entire customer as a single customer group. Therefore, it is desirable to segment customers according to customer classification criteria, such as loyalty, and to operate an appropriate churn prediction model individually, in order to carry out effective customer churn predictions in heterogeneous industries. Of course, in some studies, there are studies in which customers are subdivided using clustering techniques and applied a churn prediction model for individual customer groups. Although this process of predicting churn can produce better predictions than a single predict model for the entire customer population, there is still room for improvement in that clustering is a mechanical, exploratory grouping technique that calculates distances based on inputs and does not reflect the strategic intent of an entity such as loyalties. This study proposes a segment-based customer departure prediction process (CCP/2DL: Customer Churn Prediction based on Two-Dimensional Loyalty segmentation) based on two-dimensional customer loyalty, assuming that successful customer churn management can be better done through improvements in the overall process than through the performance of the model itself. CCP/2DL is a series of churn prediction processes that segment two-way, quantitative and qualitative loyalty-based customer, conduct secondary grouping of customer segments according to churn patterns, and then independently apply heterogeneous churn prediction models for each churn pattern group. Performance comparisons were performed with the most commonly applied the General churn prediction process and the Clustering-based churn prediction process to assess the relative excellence of the proposed churn prediction process. The General churn prediction process used in this study refers to the process of predicting a single group of customers simply intended to be predicted as a machine learning model, using the most commonly used churn predicting method. And the Clustering-based churn prediction process is a method of first using clustering techniques to segment customers and implement a churn prediction model for each individual group. In cooperation with a global NGO, the proposed CCP/2DL performance showed better performance than other methodologies for predicting churn. This churn prediction process is not only effective in predicting churn, but can also be a strategic basis for obtaining a variety of customer observations and carrying out other related performance marketing activities.

Analysis of customer churn prediction in telecom industry using Machine learning & Deep learning (머신러닝, 딥러닝을 이용한 통신서비스 이용고객 분석 및 이탈 예측)

  • Kim, Sang-Hwi;Kim, Ki-Won;Kim, Yoo-Sung;Yoon, Tae-Young;Jeon, Jae-Wan
    • Proceedings of the Korea Information Processing Society Conference
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    • 2020.11a
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    • pp.568-571
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    • 2020
  • 최근 빅데이터 기술이 다양한 산업과 접목되고 있다. 그 중 고객 이탈 방지가 최우선인 통신사들 또한 예외가 아닐 수 없다. 이에 본 논문은 통신사 데이터에 머신러닝 알고리즘을 접목. 이탈 예측과 데이터 추이를 분석하고, 이를 시각화 하여 일목요연하게 표출하는 과정을 제공함으로서 통신사의 고객 유치 정책을 위한 토대를 마련할 것이다.

CRM 도입 전략

  • Yang, Jeong-Seok
    • Digital Contents
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    • no.6 s.73
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    • pp.52-53
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    • 1999
  • 국경없는 외국자본의 국내시장 참여와 영역 구별이 없는 시장경제 체제의 가속화로 신규 고객 유치에 드는 비용과 노력이 과거보다 크게 높아 지면서 기존 고객의 이탈을 방지하고 이들로부터 새로운 수익을 창출하자는 고객관계관리(CRM)의 중요성이 부각되고 있다. CRM 도입시 고려사항에 대해 살펴본다.

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