An Empirical Research on SMC in an Extended Enterprise Environment

  • Jiayin Qi
  • Huaying Shu
  • Huaizu Li
Conference paper
Part of the IFIP International Federation for Information Processing book series (IFIPAICT, volume 205)

Abstract

There are few empirical researches and applications of SMC models for shortage of customer data and their complexity. Choosing IT distribution market industry as background, an empirical research is done in this paper. The conclusion is that SMC models do work in IT distribution market industry. They have relatively high prediction accuracy. Also, the revise advice for SMC is put forward to meet different types of customer behaviors.

References

  1. 1.
    D.C. Schmittlein, D.G. Morrison, and R. Colombo, Counting Your Customers: Who Are They and What Will They Do Next? Management Science 33(1), 1–24 (January 1987).CrossRefGoogle Scholar
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    D.C. Schmittlein and R.A. Peterson, Customer Base Analysis: An Industrial Purchase Process Application, Marketing Science 13(1), 41–67 (Winter 1994).Google Scholar
  3. 3.
    Werner J Reinartz, V Kumar. On the Profitability of Long-life Customer in a Noncontractual Setting: An Empirical Investigation and Implication for Marketing, Journal of Marketing 64(4), 17–35 (October 2001).CrossRefGoogle Scholar

Copyright information

© International Federation for Information Processing 2006

Authors and Affiliations

  • Jiayin Qi
    • 1
  • Huaying Shu
    • 1
  • Huaizu Li
    • 2
  1. 1.Economics and Management SchoolBeijing University of Posts and TelecommunicationsHaidian District, BeijingChina
  2. 2.School of ManagementXi’an Jiaotong UniversityXi’an, ShannxiChina

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