Title: Enhancing information management through data mining analytics to increase product sales in an e-commerce platform

Authors: Stephan Kudyba, Kenneth Lawrence

Addresses: Department of Management, New Jersey Institute of Technology, University Heights, Newark, NJ 07102, USA. ' Department of Management, New Jersey Institute of Technology, University Heights, Newark, NJ 07102, USA

Abstract: This paper addresses the utilisation of complementary technologies to more effectively identify and accommodate the market demand for product documents available via an e-commerce platform. More specifically, it investigates the utilisation of data mining methodologies to enhance the information management of e-commerce data to better identify consumer purchasing patterns and preferences for engineering-based documents. By enhancing the knowledge of consumer behaviour through the effective transformation of data into actionable information, organisations can enhance the e-commerce functionality to more effectively direct consumers to the existing products that are available within a document repository. The result is a higher volume of sales for existing customer visits and increased customer satisfaction.

Keywords: information management; data mining; customer relationship management; CRM; document repositories; e-commerce; data analytics; electronic marketing; retailing; electronic commerce; consumer behaviour; customer satisfaction; purchasing patterns; consumer preferences .

DOI: 10.1504/IJEMR.2008.019812

International Journal of Electronic Marketing and Retailing, 2008 Vol.2 No.2, pp.97 - 104

Published online: 04 Aug 2008 *

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