The profit of a retail product not only comes from its own sales, but also comes from its influence on the sales of other products. How to promote the right products to the right customers becomes one of the key issues in marketing. In this paper, we propose a new formulation of promotion value by considering cross-selling effects within selected products and customers, which were largely ignor...

In this shrinking modern business world making right decisions at right time is the key to success. Helping the business community to make right decision and choices, the KDD evolved itself from association rule mining and frequent patterns to the recent more complex task of mining High Utility Itemset. Many approaches have been proposed to mine HUI in recent years. But almost many of the metho...

In the literature of data mining, many different algorithms for association rule mining have been proposed. However, there is relatively little study on how association rules can aid in more specific targets. In this paper, one of the applications for association rules maximal-profit item selection with cross -selling effect (MPIS) problem is investigated. The problem is about selecting a subse...

We study cross-selling operations in call centers. The following question is addressed: How many customer-service representatives are required (staffing) and when should cross-selling opportunities be exercised (control) in a way that will maximize the expected profit of the center while maintaining a pre-specified service level target. We tackle this question by characterizing control and staf...

W study cross-selling operations in call centers. The following questions are addressed: How many customer-service representatives are required (staffing), and when should cross-selling opportunities be exercised (control) in a way that will maximize the expected profit of the center while maintaining a prespecified service level target? We tackle these questions by characterizing control and s...

Products are often demanded in tandem because of the cross-selling effect. The demand for an item can increase if sales of its cross-selling-associated items are achieved or decrease when the associated items are out of stock, resulting in lost sales. Therefore, a joint inventory policy should be pursued in a crossselling system. This paper introduces customer-driven cross-selling into centrali...