Come with me now: New potential consumers identification from competitors

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

doi:10.1007/978-3-030-46140-9_24

Come with me now: New potential consumers identification from competitors

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

Universidad del Pacífico

Producción científica: Capítulo del libro/informe/acta de congreso › Contribución a la conferencia › revisión 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 original	Inglés
Título de la publicación alojada	Information management and dig data
Subtítulo de la publicación alojada	6th International Conference, SIMBig 2019, Proceedings
Editores	Juan Antonio Lossio-Ventura, Nelly Condori-Fernandez, Jorge Carlos Valverde-Rebaza
Lugar de publicación	Cham
Páginas	252-266
Número de páginas	15
ISBN (versión digital)	978-3-030-46140-9
DOI	https://doi.org/10.1007/978-3-030-46140-9_24
Estado	Publicada - 23 abr. 2020
Evento	International Conference on Information Management and Big Data - Lima, Perú Duración: 21 ago. 2019 → 23 ago. 2019 Número de conferencia: 6th https://simbig.org/SIMBig2019/

Serie de la publicación

Nombre	Communications in Computer and Information Science
Volumen	1070 CCIS
ISSN (versión impresa)	1865-0929
ISSN (versión digital)	1865-0937

Conferencia

Conferencia	International Conference on Information Management and Big Data
Título abreviado	SIMBig 2019
País/Territorio	Perú
Ciudad	Lima
Período	21/08/19 → 23/08/19
Dirección de internet	https://simbig.org/SIMBig2019/

Palabras clave

Community detection
Imbalanced classification
Subscribers attraction

ODS de las Naciones Unidas

Este resultado contribuye a los siguientes Objetivos de Desarrollo Sostenible

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10.1007/978-3-030-46140-9_24

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Alatrista-Salas, H., Nunez-del-Prado, M., & Zevallos, V. (2020). Come with me now: New potential consumers identification from competitors. En J. A. Lossio-Ventura, N. Condori-Fernandez, & J. C. Valverde-Rebaza (Eds.), Information management and dig data: 6th International Conference, SIMBig 2019, Proceedings (pp. 252-266). (Communications in Computer and Information Science; Vol. 1070 CCIS).. https://doi.org/10.1007/978-3-030-46140-9_24

Alatrista-Salas, Hugo ; Nunez-del-Prado, Miguel ; Zevallos, Victoria. / Come with me now : New potential consumers identification from competitors. Information management and dig data: 6th International Conference, SIMBig 2019, Proceedings. editor / Juan Antonio Lossio-Ventura ; Nelly Condori-Fernandez ; Jorge Carlos Valverde-Rebaza. Cham, 2020. pp. 252-266 (Communications in Computer and Information Science).

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title = "Come with me now: New potential consumers identification from competitors",

abstract = "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.",

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author = "Hugo Alatrista-Salas and Miguel Nunez-del-Prado and Victoria Zevallos",

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Alatrista-Salas, H, Nunez-del-Prado, M & Zevallos, V 2020, Come with me now: New potential consumers identification from competitors. En JA Lossio-Ventura, N Condori-Fernandez & JC Valverde-Rebaza (eds.), Information management and dig data: 6th International Conference, SIMBig 2019, Proceedings. Communications in Computer and Information Science, vol. 1070 CCIS, Cham, pp. 252-266, International Conference on Information Management and Big Data, Lima, Perú, 21/08/19. https://doi.org/10.1007/978-3-030-46140-9_24

Come with me now: New potential consumers identification from competitors. / Alatrista-Salas, Hugo; Nunez-del-Prado, Miguel; Zevallos, Victoria.
Information management and dig data: 6th International Conference, SIMBig 2019, Proceedings. ed. / Juan Antonio Lossio-Ventura; Nelly Condori-Fernandez; Jorge Carlos Valverde-Rebaza. Cham, 2020. p. 252-266 (Communications in Computer and Information Science; Vol. 1070 CCIS).

Producción científica: Capítulo del libro/informe/acta de congreso › Contribución a la conferencia › revisión exhaustiva

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PY - 2020/4/23

Y1 - 2020/4/23

N2 - 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.

AB - 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.

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KW - Imbalanced classification

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Alatrista-Salas H, Nunez-del-Prado M, Zevallos V. Come with me now: New potential consumers identification from competitors. En Lossio-Ventura JA, Condori-Fernandez N, Valverde-Rebaza JC, editores, Information management and dig data: 6th International Conference, SIMBig 2019, Proceedings. Cham. 2020. p. 252-266. (Communications in Computer and Information Science). doi: 10.1007/978-3-030-46140-9_24

Come with me now: New potential consumers identification from competitors

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