Customers' segmentation in pharmaceutical distribution industry based on the RFML model Online publication date: Tue, 18-May-2021
by Nastaran Nikaein; Ehsan Abedin
International Journal of Business Information Systems (IJBIS), Vol. 37, No. 1, 2021
Abstract: The distribution industry is one of the main industries and infrastructures in every country's economy. Improving the efficiency of the distribution industry is important as an intermediary link between the manufacturer and the consumer, which has an important share of the cost. One of the factors that help this is the use of modern technologies to manage bulk sales data of customers and find important variables on their purchases' behaviours. In this study, first data mining methods are used to segment the pharmaceutical industry customers based on the RFML model and then these results are evaluated. In the following, in order to help decision-makers and marketing managers of this industry, practical suggestions are presented for each group of the customers. The results could help marketing and sales managers of this industry to have more effective planning for each customer segment and developing their future program for their visitors.
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Business Information Systems (IJBIS):
Login with your Inderscience username and password:
Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.
If you still need assistance, please email subs@inderscience.com