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Predicting the Level of Salesperson’s Performance in Encouraging Customers to Use Appropriate Shopping Strategies in Sports Clubs | ||
| Interdisciplinary Journal of Management Studies (Formerly known as Iranian Journal of Management Studies) | ||
| دوره 17، شماره 1، فروردین 2024، صفحه 169-183 اصل مقاله (783.5 K) | ||
| نوع مقاله: Research Paper | ||
| شناسه دیجیتال (DOI): 10.22059/ijms.2023.342973.675100 | ||
| نویسندگان | ||
| Karim Zohrehvandian1؛ Hossein Ghaffarian* 2؛ Ahmad Mahmoudi3 | ||
| 1Department of Sport Management, Faculty of Sport Sciences, Arak University, Arak, Iran | ||
| 2Department of Computer Engineering, Faculty of Engineering, Arak University, Arak, Iran | ||
| 3Department of Sport Management, Faculty of Physical Education and Sport Sciences, University of Tehran, Tehran, Iran | ||
| چکیده | ||
| The customers of a sports club are among the important pillars of its survival. In this paper, with the help of data mining and machine learning methods, a framework is presented to predict the level of effectiveness of salespersons’ performance to encourage customers of clubs to choose an appropriate shopping strategy. This framework uses a set of data on the topics of idealized influence behavior, inspirational motivation behavior, intellectual stimulation behavior, individualized consideration behavior, and smart selling behavior, as its inputs. In the proposed framework, first, the data is refined using the Pearson criterion, and invaluable questions/features are removed from the data set. There are five levels of effectiveness in our questionnaire, and each of them has a different number of records in the data set. So, in the second step, the data set is balanced using repetition, SMOTE, and Int-SMOTE methods. The Int-SMOTE balancing method is introduced in this paper for the first time. It is a SMOTE method with integer outputs. Finally, using different classifiers, we predict the level of effectiveness of salesperson's behaviors in encouraging customers. Evaluating the models indicates that the different models have been able to correctly identify the level of effectiveness of salesperson's behaviors between 76.16% to 96.82%. Also, we confirm our findings about the effects of different salesperson’s behavior to encourage customers using several other published papers. | ||
| کلیدواژهها | ||
| Prediction؛ Level of Effectiveness؛ Encouraging Behaviors؛ Data Mining؛ Classifiers | ||
| مراجع | ||
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