Repurchase Model for Telecom Customers

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Repurchase Model for Telecom Customers

Journal Title: International Journal for Research in Applied Science and Engineering Technology (IJRASET) - Year 2015, Vol 3, Issue 5

Abstract

Intensified competition and frequent shifting of customer base for fixed- line telecom service providers, in the recent years, has increased the necessity for better targeting and segmenting prospects and customers, for cross-sell and up-sell of products and services. Telecom service providers have now realized that old fashioned marketing is no longer the option, because of the abysmally low hit rates in targeting of customers, and the consequently low Return on investment. Decision makers in most fixed- line telecom operators are now of the view that better and accurate targeting of customers is only possible with accurate predictive analytics and data mining. A logistic regression paradigm has been used in this case study to identify those customers with the highest propensity to buy new products and services.

Authors and Affiliations

Astha Agrawal, Yamini Chouhan

Keywords

Data mining predictive modeling Logistic regression Propensity to buy cross-sell and up-sell lift artificial intelligence machine learning ROI Proc Reg categorical and continuous variables odds ratio training and validation datasets outlier detection data partitioning maximum likelihood estimates sensitivity specificity False positive False negative event non-event

EP ID EP20848
DOI -
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