A new SOM-based method for profile generation: theory and an application in direct marketing
Seret, Alex, Verbraken, Thomas, Versailles, Sebastien and Baesens, Bart (2012) A new SOM-based method for profile generation: theory and an application in direct marketing. European Journal of Operational Research, 220, (1), 199-209. (doi:10.1016/j.ejor.2012.01.044).
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Description/Abstract
The field of direct marketing is constantly searching for new data mining techniques in order to analyze the increasing available amount of data. Self-organizing maps (SOM) have been widely applied and discussed in the literature, since they give the possibility to reduce the complexity of a high dimensional attribute space while providing a powerful visual exploration facility. Combined with clustering techniques and the extraction of the so called salient dimensions, it is possible for a direct marketer to gain a high level insight about a dataset of prospects. In this paper, a SOM-based profile generator is presented, consisting of a generic method leading to value adding and business-oriented profiles for targeting individuals with predefined characteristics. Moreover, the proposed method is applied in detail to a concrete case study from the concert industry. The performance of the method is then illustrated and discussed and possible future research tracks are outlined.
| Item Type: | Article |
|---|---|
| ISSNs: | 0377-2217 (print) 1872-6860 (electronic) |
| Keywords: | data mining, customer profiling, som, direct marketing |
| Subjects: | H Social Sciences > HF Commerce Q Science > QA Mathematics > QA76 Computer software |
| Divisions: | Faculty of Business and Law > Southampton Management School |
| Item ID: | 336466 |
| Date Deposited: | 27 Mar 2012 10:56 |
| Last Modified: | 27 Mar 2012 10:57 |
| Contributors: | Seret, Alex (Author) Verbraken, Thomas (Author) Versailles, Sebastien (Author) Baesens, Bart (Author) |
| Date: | 1 July 2012 |
| Status: | Published |
| URI: | http://eprints.soton.ac.uk/id/eprint/336466 |
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