Cross-selling models for telecommunication services

Authors

  • Szymon Jaroszewicz

DOI:

https://doi.org/10.26636/jtit.2008.3.887

Keywords:

cross-selling, telecommunication service, classifier, association rule, Bayesian network

Abstract

Cross-selling is a strategy of selling new products to a customer who has made other purchases earlier. Except for the obvious profit from extra products sold, it also increases the dependence of the customer on the vendor and therefore reduces churn. This is especially important in the area of telecommunications, characterized by high volatility and low customer loyalty. The paper presents two cross-selling approaches: one based on classifiers and another one based on Bayesian networks constructed based on interesting asso- ciation rules. Effectiveness of the methods is validated on synthetic test data.

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Published

2008-09-30

Issue

Section

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How to Cite

Jaroszewicz, S. (2008). Cross-selling models for telecommunication services. Journal of Telecommunications and Information Technology, 3, 52-59. https://doi.org/10.26636/jtit.2008.3.887

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