• Journal of the Korean Institute of Intelligent Systems
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• v.13 no.5
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• pp.530-538
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• 2003

Recently the needs for keeping existing customers is increasing in the field of marketing. So, the customers needs to be classified by groups and the differentiated responses to the specified customer groups are demanded. In this paper, we implemented a system that classifies the customer groups using the neural network, and classified the purchasing patterns among customer groups. Empirically examining the association rules between two groups, we could find out that similar rules exist between them. So, it is important that customers should be classified into the excellent customer group and the general group for the decision making of marketing. This paper shows that the efficiency of the differentiated marketing can be maximized by raising the correctness of the expectation in the classification of customer groups.

• Journal of Wellbeing Management and Applied Psychology
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• v.5 no.2
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• pp.1-9
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• 2022

Purpose: This study looked at perfume buying patterns among 328 adolescents. Research design, data and methodology: The purchasing behaviors and attitudes of adolescents were divided into clusters and whether the purchasing behaviors and attitudes of each cluster had a moderating effect on purchasing behavior factors was analyzed. Results: Group classification according to attitude toward perfume purchasing behavior was divided into group 1, which purchases perfume according to one's own subjective opinion, and group 2, who purchases perfume according to external factors. Among the six purchasing behavior factors, the internal pleasure-seeking (p.<001) and fashion-seeking (p.<001) factors were statistically significant in both clusters 1 and 2, and in cluster 2, economic feasibility (p.<001)) internal product. It was found to be statistically significant other than pleasure and trend-seeking, indicating that there is a difference between the two groups. Conclusion:Adolescents consider economic feasibility when purchasing perfume, so it is necessary to set low prices and diversify products for marketing plans for perfume products

• Journal of the Korean Data and Information Science Society
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• v.26 no.4
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• pp.985-995
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• 2015

Add-on selling can provide new chances to increase sellers' profits and meet customers' needs. Although prior studies have advocated add-on selling for its business value, there is an argument that add-on selling can cause customer repulsion. Therefore, we need to understand customer purchasing pattern related to add-on selling in order to promote it and to mitigate the customer repulsion. To that end, we applied data mining techniques to the 24,925 transactions of data from an online open market in Korea. We then conducted feature selection to investigate the most influential factors that can explain the characteristics of add-on selling transactions using a classification model. We also identified association rules among add-on selling and promotions. Finally, based on the findings in our experiments, we proposed add-on selling strategies for the target online market.

• Transactions of the Korean Society of Mechanical Engineers A
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• v.30 no.5 s.248
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• pp.520-527
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• 2006

The design of major industrial facilities for the prevention of fatigue failure is customarily done by defining a set of transients and performing a calculation of cumulative usage factor. However, sometimes, the inherent conservatism or lack of details as well as unanticipated transients in old plant may cause maintenance problems. Even though several famous on-line monitoring and diagnosis systems have been developed world-widely, in this paper, a new system fur fatigue monitoring and life evaluation of crane is proposed to reduce customizing effort and purchasing cost. With regard to the system, at first, comprehensive operating transient data has been acquired at critical locations of crane. The real-time data were classified, by using adaptive resonance theory that is one of typical artificial neural network, into representative stress groups. Then the each classified stress pattern was mapped to calculated cumulative usage factor in accordance with ASME procedure. Thereby, promising results were obtained fur the crane and it is believed that the developed system can be applicable to other major facilities extensively.

• Proceedings of the Korean Institute of Intelligent Systems Conference
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• 2000.05a
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• pp.203-206
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• 2000

신경망을 이용해 고객집단을 분류하고 고객의 특성에 따라 세분화된 고객들에 대해 다단계 연관규칙을 적용해서 고객의 상품 구매패턴을 찾아 줌으로써 마케팅 전략 결정을 지원하는 구매패턴분류 시스템을 설계한다. 고객분류를 위한 신경망 시스템은 다층 퍼셉트론에 역전파 알고리즘을 이용한다. 주소, 구매금액, 구매횟수, 고객 구분, 상긴 등과 같은 고객정보를 입력층에 입력변수로 지정하고, 이에 따른 우량/일반고객을 출력변수로 지정한 후 신경망을 학습시키면, 실제의 우량/일반의 간과 예측되는 우량/일반의 값의 차이론 최소화시키면서 모형을 형성시켜 나가게 된다. 구매패턴 분류 시스템은 다단계 연관규칙을 이용한다. 고객분류 서브시스템을 통해 고객집단이 세분화되면 각각의 고객집단에 대해 TID와 품목 트랜잭션을 입력으로 cumulate 알고리즘과 개념계층을 이용해 일반화 과정을 수행하면서 빈발 항목을 찾게 되고 이론 근거로 항목간의 연관규칙을 찾아내게 된다.

• The Journal of Information Systems
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• v.22 no.3
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• pp.25-42
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• 2013

Recently various kinds of Information Technology services are created and the quantities of the data flow are increase rapidly. Not only that, but the data patterns that we deal with also slowly becoming diversity. As a result, the demand of discover the meaningful knowledge/information through the various mining analysis such as linkage analysis, sequencing analysis, classification and prediction, has been steadily increasing. However, solving the business problems using data mining analysis does not always concerning, one of the major causes of these limitations is there are some analyzed data can't accurately reflect the real world phenomenon. For example, although the time gap of purchasing the two products is very short, by using the traditional sequencing analysis, the precedence relationship of the two products is clearly reflected. But in the real world, with the very short time interval, the precedence relationship of the two purchases might not be defined. What was worse, the sequence of the purchase intention and the sequence of the purchase realization of the two products might be mutually be reversed. Therefore, in this study, an expanded sequencing analysis methodology has been proposed in order to reflect this situation. In this proposed methodology, the purchases that being made in a very short time interval among the purchase order which might not important will be notice, and the analysis which included the original sequence and reversed sequence will be used to extend the analysis of the data. Also, to some extent a very short time interval can be defined as the time interval, so an experiment were carried out to determine the varying based on the time interval for the actual data.

• Journal of Intelligence and Information Systems
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• v.21 no.1
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• pp.29-45
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• 2015

Response modeling is a well-known research issue for those who have tried to get more superior performance in the capability of predicting the customers' response for the marketing promotion. The response model for customers would reduce the marketing cost by identifying prospective customers from very large customer database and predicting the purchasing intention of the selected customers while the promotion which is derived from an undifferentiated marketing strategy results in unnecessary cost. In addition, the big data environment has accelerated developing the response model with data mining techniques such as CBR, neural networks and support vector machines. And CBR is one of the most major tools in business because it is known as simple and robust to apply to the response model. However, CBR is an attractive data mining technique for data mining applications in business even though it hasn't shown high performance compared to other machine learning techniques. Thus many studies have tried to improve CBR and utilized in business data mining with the enhanced algorithms or the support of other techniques such as genetic algorithm, decision tree and AHP (Analytic Process Hierarchy). Ahn and Kim(2008) utilized logit, neural networks, CBR to predict that which customers would purchase the items promoted by marketing department and tried to optimized the number of k for k-nearest neighbor with genetic algorithm for the purpose of improving the performance of the integrated model. Hong and Park(2009) noted that the integrated approach with CBR for logit, neural networks, and Support Vector Machine (SVM) showed more improved prediction ability for response of customers to marketing promotion than each data mining models such as logit, neural networks, and SVM. This paper presented an approach to predict customers' response of marketing promotion with Case Based Reasoning. The proposed model was developed by applying different weights to each feature. We deployed logit model with a database including the promotion and the purchasing data of bath soap. After that, the coefficients were used to give different weights of CBR. We analyzed the performance of proposed weighted CBR based model compared to neural networks and pure CBR based model empirically and found that the proposed weighted CBR based model showed more superior performance than pure CBR model. Imbalanced data is a common problem to build data mining model to classify a class with real data such as bankruptcy prediction, intrusion detection, fraud detection, churn management, and response modeling. Imbalanced data means that the number of instance in one class is remarkably small or large compared to the number of instance in other classes. The classification model such as response modeling has a lot of trouble to recognize the pattern from data through learning because the model tends to ignore a small number of classes while classifying a large number of classes correctly. To resolve the problem caused from imbalanced data distribution, sampling method is one of the most representative approach. The sampling method could be categorized to under sampling and over sampling. However, CBR is not sensitive to data distribution because it doesn't learn from data unlike machine learning algorithm. In this study, we investigated the robustness of our proposed model while changing the ratio of response customers and nonresponse customers to the promotion program because the response customers for the suggested promotion is always a small part of nonresponse customers in the real world. We simulated the proposed model 100 times to validate the robustness with different ratio of response customers to response customers under the imbalanced data distribution. Finally, we found that our proposed CBR based model showed superior performance than compared models under the imbalanced data sets. Our study is expected to improve the performance of response model for the promotion program with CBR under imbalanced data distribution in the real world.

• Journal of Intelligence and Information Systems
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• v.25 no.1
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• pp.179-196
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• 2019

Recently, the "Smart Consumer" has been emerging. He or she is increasingly inclined to search for and purchase products by taking into account personal judgment or expert reviews rather than by relying on information delivered through manufacturers' advertising. This is especially true when purchasing cosmetics. Because cosmetics act directly on the skin, consumers respond seriously to dangerous chemical elements they contain or to skin problems they may cause. Above all, cosmetics should fit well with the purchaser's skin type. In addition, changes in global cosmetics consumer trends make it necessary to study this field. The desire to find one's own individualized cosmetics is being revealed to consumers around the world and is known as "Finding the Holy Grail." Many consumers show a deep interest in customized cosmetics with the cultural boom known as "K-Beauty" (an aspect of "Han-Ryu"), the growth of personal grooming, and the emergence of "self-culture" that includes "self-beauty" and "self-interior." These trends have led to the explosive popularity of cosmetics made in Korea in the Chinese and Southeast Asian markets. In order to meet the customized cosmetics needs of consumers, cosmetics manufacturers and related companies are responding by concentrating on delivering premium services through the convergence of ICT(Information, Communication and Technology). Despite the evolution of companies' responses regarding market trends toward customized cosmetics, there is no "Intelligent Data Platform" that deals holistically with consumers' skin condition experience and thus attaches emotions to products and services. To find the Holy Grail of customized cosmetics, it is important to acquire and analyze consumer data on what they want in order to address their experiences and emotions. The emotions consumers are addressing when purchasing cosmetics varies by their age, sex, skin type, and specific skin issues and influences what price is considered reasonable. Therefore, it is necessary to classify emotions regarding cosmetics by individual consumer. Because of its importance, consumer emotion analysis has been used for both services and products. Given the trends identified above, we judge that consumer emotion analysis can be used in our study. Therefore, we collected and indexed data on consumers' emotions regarding their cosmetics experiences focusing on consumers' language. We crawled the cosmetics emotion data from SNS (blog and Twitter) according to sales ranking ($1^{st}$ to $99^{th}$), focusing on the ample/serum category. A total of 357 emotional adjectives were collected, and we combined and abstracted similar or duplicate emotional adjectives. We conducted a "Consumer Sentiment Journey" workshop to build a "Consumer Sentiment Dictionary," and this resulted in a total of 76 emotional adjectives regarding cosmetics consumer experience. Using these 76 emotional adjectives, we performed clustering with the Self-Organizing Map (SOM) method. As a result of the analysis, we derived eight final clusters of cosmetics consumer sentiments. Using the vector values of each node for each cluster, the characteristics of each cluster were derived based on the top ten most frequently appearing consumer sentiments. Different characteristics were found in consumer sentiments in each cluster. We also developed a cosmetics experience pattern map. The study results confirmed that recommendation and classification systems that consider consumer emotions and sentiments are needed because each consumer differs in what he or she pursues and prefers. Furthermore, this study reaffirms that the application of emotion and sentiment analysis can be extended to various fields other than cosmetics, and it implies that consumer insights can be derived using these methods. They can be used not only to build a specialized sentiment dictionary using scientific processes and "Design Thinking Methodology," but we also expect that these methods can help us to understand consumers' psychological reactions and cognitive behaviors. If this study is further developed, we believe that it will be able to provide solutions based on consumer experience, and therefore that it can be developed as an aspect of marketing intelligence.

• The Journal of Bigdata
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• v.6 no.1
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• pp.83-89
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• 2021

Lifestyle is changing rapidly, and food consumption patterns vary widely among households as dietary and food processing technologies evolve. This paper reclassified the food group of consumer panel data established by the Rural Development Administration, which contains information on purchasing agricultural products by household unit, and compared the consumption characteristics of agricultural products by age group. The criteria for age classification were divided into groups in their 60s and older with a prevalence of 20% or more metabolic diseases and groups in their 30s and 40s with less than 10%. Using the LightGBM algorithm, we classified the differences in food consumption patterns in their 30s and 50s and 60s and found that the precision was 0.85, the reproducibility was 0.71, and F1_score was 0.77. The results of variable importance were confectionery, folio, seasoned vegetables, fruit vegetables, and marine products, followed by the top five values of the SHAP indicator: confectionery, marine products, seasoned vegetables, fruit vegetables, and folio vegetables. As a result of binary classification of consumption patterns as a median instead of the average sensitive to outliers, confectionery showed that those in their 30s and 40s were more than twice as high as those in their 60s. Other variables also showed significant differences between those in their 30s and 40s and those in their 60s and older. According to the study, people in their 30s and 40s consumed more than twice as much confectionery as those in their 60s, while those in their 60s consumed more than twice as much marine products, seasoned vegetables, fruit vegetables, and folioce or logistics as much as those in their 30s and 40s. In addition to the top five items, consumption of 30s and 40s in wheat-processed snacks, breads and noodles was high, which differed from food consumption patterns in their 60s.