A two-stage customer journey analytical model in single house business

© 2020, ECTI Association. All rights reserved. The single housing industry is currently experienc-ing a continuous expansion in demand for housing. Addressing the needs of different customer groups is the key to increasing the sales rate. The objec-tive of this research is to propose a single house...

Full description

Saved in:
Bibliographic Details
Main Authors: Sotarat Thammaboosadee, Benjathip Chinomi, Ehab K.A. Mohamed
Other Authors: Mahidol University
Format: Article
Published: 2020
Subjects:
Online Access:https://repository.li.mahidol.ac.th/handle/123456789/59939
Tags: Add Tag
No Tags, Be the first to tag this record!
Institution: Mahidol University
id th-mahidol.59939
record_format dspace
spelling th-mahidol.599392020-11-18T16:05:13Z A two-stage customer journey analytical model in single house business Sotarat Thammaboosadee Benjathip Chinomi Ehab K.A. Mohamed Mahidol University German University in Cairo Celestica Inc. Computer Science Decision Sciences Engineering © 2020, ECTI Association. All rights reserved. The single housing industry is currently experienc-ing a continuous expansion in demand for housing. Addressing the needs of different customer groups is the key to increasing the sales rate. The objec-tive of this research is to propose a single house customer journey analytical model that consists of two stages. The first stage concerns the customer journey between registration and reservation processes. The second one identifies the customer loyalty from the reservation to the transfer stage. We experimented with four classification data mining techniques. The experimental results include comparison of the accuracy and F-Measure. We also performed statistical testing. The Artificial Neural Network was the most accurate model for both stages. This model analyzes the probability of the customer progressing through the stages to the conclusion of purchase by learning the customer’s characteristics and the factors in-volved in the customer’s decision. The model displays the reservation and transfer result for customers who have achieved the respective reservation and transfer-ence steps according to their registration profile. Experiments showed that the proposed two-stage models could predict customer loyalty, thereby enhancing relationship management between customers and or-ganizations. It also confers a competitive advantage within the industry. 2020-11-18T08:49:02Z 2020-11-18T08:49:02Z 2020-09-01 Article ECTI Transactions on Computer and Information Technology. Vol.14, No.2 (2020), 202-212 10.37936/ecti-cit.2020142.240239 22869131 2-s2.0-85092511648 https://repository.li.mahidol.ac.th/handle/123456789/59939 Mahidol University SCOPUS https://www.scopus.com/inward/record.uri?partnerID=HzOxMe3b&scp=85092511648&origin=inward
institution Mahidol University
building Mahidol University Library
continent Asia
country Thailand
Thailand
content_provider Mahidol University Library
collection Mahidol University Institutional Repository
topic Computer Science
Decision Sciences
Engineering
spellingShingle Computer Science
Decision Sciences
Engineering
Sotarat Thammaboosadee
Benjathip Chinomi
Ehab K.A. Mohamed
A two-stage customer journey analytical model in single house business
description © 2020, ECTI Association. All rights reserved. The single housing industry is currently experienc-ing a continuous expansion in demand for housing. Addressing the needs of different customer groups is the key to increasing the sales rate. The objec-tive of this research is to propose a single house customer journey analytical model that consists of two stages. The first stage concerns the customer journey between registration and reservation processes. The second one identifies the customer loyalty from the reservation to the transfer stage. We experimented with four classification data mining techniques. The experimental results include comparison of the accuracy and F-Measure. We also performed statistical testing. The Artificial Neural Network was the most accurate model for both stages. This model analyzes the probability of the customer progressing through the stages to the conclusion of purchase by learning the customer’s characteristics and the factors in-volved in the customer’s decision. The model displays the reservation and transfer result for customers who have achieved the respective reservation and transfer-ence steps according to their registration profile. Experiments showed that the proposed two-stage models could predict customer loyalty, thereby enhancing relationship management between customers and or-ganizations. It also confers a competitive advantage within the industry.
author2 Mahidol University
author_facet Mahidol University
Sotarat Thammaboosadee
Benjathip Chinomi
Ehab K.A. Mohamed
format Article
author Sotarat Thammaboosadee
Benjathip Chinomi
Ehab K.A. Mohamed
author_sort Sotarat Thammaboosadee
title A two-stage customer journey analytical model in single house business
title_short A two-stage customer journey analytical model in single house business
title_full A two-stage customer journey analytical model in single house business
title_fullStr A two-stage customer journey analytical model in single house business
title_full_unstemmed A two-stage customer journey analytical model in single house business
title_sort two-stage customer journey analytical model in single house business
publishDate 2020
url https://repository.li.mahidol.ac.th/handle/123456789/59939
_version_ 1763489952754040832