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بخشبندی مشتریان صنعت دارو براساس مدل RFML | ||
مدیریت بازرگانی | ||
مقاله 9، دوره 8، شماره 4، 1395، صفحه 861-884 اصل مقاله (414.29 K) | ||
نوع مقاله: مقاله علمی پژوهشی | ||
شناسه دیجیتال (DOI): 10.22059/jibm.2017.61303 | ||
نویسندگان | ||
بابک سهرابی* 1؛ ایمان ریسی وانانی2؛ نسترن نیکآیین3 | ||
1استاد گروه مدیریت فناوری اطلاعات، دانشکدۀ مدیریت دانشگاه تهران، تهران، ایران | ||
2استادیار گروه مدیریت، دانشگاه علامه طباطبایی، تهران، ایران | ||
3کارشناسارشد مدیریت فناوری اطلاعات ـ گرایش هوش تجاری، دانشکدۀ مدیریت دانشگاه تهران، تهران، ایران | ||
چکیده | ||
در صنعت دارو مدیران بازاریابی و فروش با حجم انبوهی از دادههای فروش شرکتهای پخش، به داروخانههای مشتری خود مواجهاند. یکی از روشهایی که به آنان در کنترل وضعیت بازار، رقابت با سایر رقبا، برنامهریزی هر چه بهتر برای افزایش فروش محصولات خود و در نتیجه هدفمندکردن فعالیتهای بازاریابی کمک خواهد کرد، آگاهی از بخشبندیهای مختلف مشتریان و سیاستگذاری بازاریابی و فروش برمبنای آن خواهد بود. هدف اصلی این مقاله، کمک به مدیران بازاریابی و فروش صنعت دارو، از طریق تعیین و تحلیل بخشهای مختلف مشتریان و ارائۀ پیشنهادهای متناسب با هر بخش، بهمنظور حفظ و افزایش خرید آنان بهکمک روشهای دادهکاوی است. در این تحقیق، براساس متغیرهای تازگی، تکرار، ارزش پولی و مدت زمان خرید در مدل RFML، داروخانهها در خوشههای مختلف قرار گرفته و تحلیل شدهاند. در نتیجۀ این بخشبندی، سه دسته داروخانه به نامهای: داروخانههای کمخرید و کمسود، با میزان خرید و سود متوسط و وفادار و پُرسود از نظر روند فروش شناسایی شدند و براساس این بخشبندی، تحلیلهای مربوط به آن ارائه شده است | ||
کلیدواژهها | ||
بخشبندی مشتریان؛ دادهکاوی؛ صنعت دارو؛ مدل RFML | ||
عنوان مقاله [English] | ||
Customer Segmentation in Pharmaceutical Industry Assisting the Decision Making of Marketing and Sales Managers Based on RFML Model. | ||
نویسندگان [English] | ||
Babak Sohrabi1؛ Iman Raiesi2؛ Nastaran Nik Aein3 | ||
چکیده [English] | ||
In pharmaceutical industries, marketing and sales managers face many sales data from distributor companies. One of the methods that might help them to control the market, competing with rivals, devising the best plan to increase the sales and finally organizing the business activities, is to know about possible segmentations of costumers. The main purpose of this paper is to help the pharmaceutical industry marketing and sales managers, by the way of setting and analyzing different segments of costumers and to give proper suggestions that are appropriate for each segment, in order to maintain and increase the purchase trend using data mining methods. In this research based on regency, frequency, monetary and the purchase duration variables in RFML model, pharmacies are divided into different clusters and then analyzed. As a result of this segmentation, three categories of pharmacies will be recognized: premium, normal and cold and accordingly, the related analysis is provided. | ||
کلیدواژهها [English] | ||
customer segmentation, Data Mining, Pharmaceutical industry, RFML Model | ||
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