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A Study on Type Classification of Employees and Sales Support Analysis Based on Similarity of Sales-purchase Bayesian Network Structure
https://uec.repo.nii.ac.jp/records/9114
https://uec.repo.nii.ac.jp/records/9114e5c612f1-0939-40f8-9e44-51553a63871c
名前 / ファイル | ライセンス | アクション |
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20181121045948817 (824.2 kB)
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Item type | 学術雑誌論文 / Journal Article(1) | |||||
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公開日 | 2019-04-10 | |||||
タイトル | ||||||
言語 | en | |||||
タイトル | A Study on Type Classification of Employees and Sales Support Analysis Based on Similarity of Sales-purchase Bayesian Network Structure | |||||
言語 | ||||||
言語 | eng | |||||
キーワード | ||||||
言語 | en | |||||
主題 | employee classification | |||||
キーワード | ||||||
言語 | en | |||||
主題 | heterogeneity | |||||
キーワード | ||||||
言語 | en | |||||
主題 | salespurchase Bayesian network | |||||
キーワード | ||||||
言語 | en | |||||
主題 | product recommendation | |||||
資源タイプ | ||||||
資源タイプ識別子 | http://purl.org/coar/resource_type/c_6501 | |||||
資源タイプ | journal article | |||||
著者 |
Ogawara, Wataru
× Ogawara, Wataru× Tsubaki, Michiko× Takashima, Jun |
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抄録 | ||||||
内容記述タイプ | Abstract | |||||
内容記述 | Since services contain human factors of service providers and receivers, the quality and the value of services are essentially difficult to define, especially because of the two service characteristics of ‘heterogeneity’ and ‘simultaneity’. On the other hand, because there are many opportunities to provide services that are suitable for individual customer in job categories where employees directly serve customers, providing services that make use of know-how of individual employees and companies is considered to be important. However, studies which propose the optimal service method in cases featuring heterogeneity and predict its effect are unsatisfactory, despite the fact that heterogeneity of employees and customers is found to exist. The aim of this paper is to propose a sales support analysis method which can suggest reinforcement on which product or service sales is effective, by comparing the sales characteristics of the employee’s type and the current state of each employee’s sales behavior, and considering employees’ sales abilities. We constructed each employee’s sales-purchase Bayesian network model based on nationwide sales data, and proposed employees’ classification method by their sales style. Then, we calculated the conditional purchase probability of each product by stochastic reasoning, based on the constructed Bayesian network model for each type and individual employees, and proposed a sales support analysis method that enables each employee to focus on products that have not yet improved the purchase probability as recommended products, based on the comparison between the characteristics of each type’s purchase probability and that of each employee of that type. | |||||
書誌情報 |
en : Journal of Advanced Management Science 巻 6, 号 4, p. 182-189, 発行日 2018-12 |
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出版者 | ||||||
出版者 | Journal of Advanced Management Science | |||||
ISSN | ||||||
収録物識別子タイプ | ISSN | |||||
収録物識別子 | 21680787 | |||||
DOI | ||||||
関連タイプ | isIdenticalTo | |||||
識別子タイプ | DOI | |||||
関連識別子 | 10.18178/joams.6.4.182-189 | |||||
権利 | ||||||
権利情報 | ©2018 Journal of Advanced Management Science | |||||
関連サイト | ||||||
識別子タイプ | DOI | |||||
関連識別子 | https://doi.org/10.18178/joams.6.4.182-189 | |||||
著者版フラグ | ||||||
出版タイプ | VoR | |||||
出版タイプResource | http://purl.org/coar/version/c_970fb48d4fbd8a85 |