Segmenting customers by transaction data with concept hierarchy

摘要

The segmentation of customers is crucial for an organization wishing to develop appropriate promotion strategies for different clusters. Clustering customers provides an in-depth understanding of their behavior. However, previous studies have paid little attention to the similarity of different items in transaction. Lack of categories and concept levels of items, results from item-based segmentation methods are not as good as expected. Through employing a concept hierarchy of items, this study proposes a segmentation methodology to identify similarities between customers. First, the dissimilarity between transaction sequences is defined. Second, we adopt hierarchical clustering method to segment customers by their transaction data with concept hierarchy of consumed items. After segmentation, three cluster validation indices are used for optimizing the number of clusters of customers. Through the compassion of normalized index, the segmentation method proposed by this study rendered better results than other traditional methods.