Come with me now: New potential consumers identification from competitors

Hugo Alatrista-Salas, Miguel Nunez-del-Prado, Victoria Zevallos

Resultado de la investigación: Capítulo del libro/informe/acta de congresoCapítulo de librorevisión exhaustiva

Resumen

The telecommunications industry is confronted more and more to aggressive marketing campaigns from competitor carriers. Therefore, they need to improve the subscriber targeting to propose more attractive offers for gaining new subscribers. In the present effort, a five steps methodology to find new potential subscribers using supervised learning techniques over imbalanced datasets is proposed. The proposed technique applies community detection to infers consumption information of competitors carriers subscribers within the communities. Besides, it uses a sampling technique to reduce the effect of a dominant class for an imbalanced classification task. The proposal is evaluated with a real dataset from a Peruvian carrier. The dataset contains one-month data, which is about 200 millions of transaction. The results show that the proposed technique is able to identify between two to ten times more new potential clients, depending on the sampling technique, as shows using the top decile lift value.
Idioma originalInglés
Título de la publicación alojadaInformation management and dig data
Subtítulo de la publicación alojada6th International Conference, SIMBig 2019, Proceedings
EditoresJuan Antonio Lossio-Ventura, Nelly Condori-Fernandez, Jorge Carlos Valverde-Rebaza
Lugar de publicaciónCham
EditorialSpringer
Páginas252-266
Número de páginas15
ISBN (versión digital)978-3-030-46140-9
ISBN (versión impresa)978-3-030-46139-3
DOI
EstadoPublicada - 23 abr. 2020
EventoInternational Conference on Information Management and Big Data - Lima, Perú
Duración: 21 ago. 201923 ago. 2019
Número de conferencia: 6th
https://simbig.org/SIMBig2019/

Serie de la publicación

NombreCommunications in Computer and Information Science
Volumen1070 CCIS
ISSN (versión impresa)1865-0929
ISSN (versión digital)1865-0937

Conferencia

ConferenciaInternational Conference on Information Management and Big Data
Título abreviadoSIMBig 2019
País/TerritorioPerú
CiudadLima
Período21/08/1923/08/19
Dirección de internet

Nota bibliográfica

Contribución a conferencia

Palabras clave

  • Community detection
  • Imbalanced classification
  • Subscribers attraction

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