The competitive environment made business corporations to find solutions for productivity and sales. In other word, the companies are trying to increase the rate of sales and productivity. But, the identification of customer’s future behavior is needed.In doing so,The traditional marketing should be changed in to a modern approach which supports the customers behavior. Customer Relationships management or so called CRM, is an modern customer oriented view which can fully support the customer behaviors and interactions with manufacturers.In other words, the CRM make a bilateral interaction between customer and producer instead of unilateral communication which is common in traditional marketing. So, this may help companies to better understanding of their consumers.But albeit, the CRM seems logical and effective, it has a great challenge which is data collection and identification of customer’s future behavior.Also data mining which is defined as a program which aims to collect and analysis data is an effective analytic program which have attracted researches recently.This program consists of six tasks named Classification,Prediction,Clustering,Estimation,Affinity Grouping and Profiling which have different applications.
So,our emphasize in this paper is based on data mining and latest technology , so called Internet of things or IOT.This technology which is defined as connection of applications to each other in order to give better interaction of users and things, will help companies to gain detailed information regarding customers and their needs. So, this paper aims to peruse the role of IOT and data mining in identification of customers behavior and effective CRM.
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Meysam Dehghan Touran PoshtiA؛Mostafa BigdeliB؛ ۱۳۹۵، The Role Of IOT and Prediction (Neural Network) in Identification Of Customer Behavior And Effectiveness of CRM، سومین کنفرانس بین المللی تحقیق و توسعه در علوم انسانی،مدیریت و اقتصاد، https://scholar.conference.ac:443/index.php/download/file/13606-The-Role-Of-IOT-and-Prediction-(Neural-Network)-in-Identification-Of-Customer-Behavior-And-Effectiveness-of-CRM
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( Meysam Dehghan Touran PoshtiA؛Mostafa BigdeliB؛ ۱۳۹۵)