Upload
victor-romanov
View
295
Download
0
Tags:
Embed Size (px)
DESCRIPTION
Mobile company's profit increasing by mean fitting its services to customer consumption profile using business rules and automatic rules extraction from client history
Citation preview
LOGO
Customer-telecommunications company’s relationship simulation
model (RSM), based on non-monotonic business rules approach and formal
concept analysis method
Russian Plekhanov University of Economics
Victor Romanov
Roman Veynberg
Alina Poluektova
LOGO
Click to edit Master text styles
THE TC-COMPANIES HAVEPROBLEMS WITH CUSTOMER PROFILE FITTING
Customer Satisfaction ChangeWave Research
AT&T’s low churn rate – despite its relatively poor Very Satisfied rating and its high percentage of dropped calls.
Sprint/Nextel (35%) is second in terms of customer satisfaction, with T-Mobile (23%) and AT&T (23%) lagging well behind.
ChangeWave Research: April 27, 2010
LOGO
Click to edit Master text styles
FITTING SERVICES TO CUSTOMER PROFILE
We propose: To increase profit, to hold clients and attract new ones TC-companies can use customers’ personal data and services data (customer’s consumption level) for service fitting to the consumption profile of specific customer.
For discovery the uniform consumption profile groups of customers and business rules we propose to apply the Formal Concept Analysis Method for making specific services adjusted for each category of clients.
To ensure operability in conditions when customer’s data may be incomplete or contradictory, extracted business rules should be considered within the frame of non-monotonic logic, and realized as defeasible theory rules.
LOGO
Click to edit Master text styles
Why business rules?
Dynamic competition economy
In big and medium business a lot of documents contain business rules.
It is difficult to find and change them
EDM new conception propose
extract business rules as different
component
This makes possible more easy update
them
LOGO
Click to edit Master text styles
What business rule is
static void processLoanRequest(Borrower borrower, Loan loan) { System.out.println("Processing request from " + borrower.getName()); // Approve or reject the loan checkLoanConditions(borrower, loan); // Display the verdict if (loan.isApproved()) { System.out.println("==> Loan is approved :-)"); } else { System.out.println("==> Loan is rejected :-("); for (Object msg : loan.getMessages()) { System.out.println("==> Because " + msg); } } } /** * Check conditions on the borrower and the loan using hard-coded policies */ static void checkLoanConditions(Borrower borrower, Loan loan) { // Check maximum amount if (loan.getAmount() > 1000000) { loan.addToMessages("The loan cannot exceed 1,000,000"); loan.reject(); } // Check repayment and score if (borrower.getYearlyIncome() > 0){ int val = loan.getYearlyRepayment() * 100 / borrower.getYearlyIncome(); if ((val>=0) && (val<30) && (borrower.getCreditScore()>=0) && (borrower.getCreditScore()<200)) { loan.addToMessages("debt-to-income too high compared to credit score"); loan.reject(); } if ((val>=30) && (val<45) && (borrower.getCreditScore()>=0) && (borrower.getCreditScore()<400)) { loan.addToMessages("debt-to-income too high compared to credit score"); loan.reject(); } if ((val>=45) && (val<50) && (borrower.getCreditScore()>=0) && (borrower.getCreditScore()<600)) { loan.addToMessages("debt-to-income too high compared to credit score"); loan.reject(); } if ((val>=50) && (borrower.getCreditScore()>=0) && (loan.getAmount() >
Applications codesIT
Business Logic
Business
Business rule is the assertion at the natural or formallanguage, which for each state of business system defines permissible decisions on business control
LOGO
Click to edit Master text styles
Business Rule Management System
The sources where rules originated from
Applications
Processes Personal
Documents
Business rules management system
The rules are stored and updated
The rules are extracted and executed
The rules are insertedUser
Applications
Rules repository
Rules
Server
Rules+
Metadata
LOGO
Click to edit Master text styles
Business Rules System Architecture
LOGO
Click to edit Master text styles
Formal Concept Analysis Customers regarded as objects with their attributes - personal data, realty, employment positions may be named as CONTEXT.The FORMAL CONCEPT of customers is a collections (subset of) whole set of customers with their attributes set, such that each member of the collection has in common all attributes from this particular attribute set. Formal concept lattice may be used for visualization telecommunication company’s customer groups, that make possible for management assign to these groups corresponding set of discount options. Besides selecting the group of customers FCA method provide possibility by mean data mining approach extract new rules from customer database.Application of non-monotonic rules expands possibility taking in account not only strict implications, but also rules with fixed level of support and confidence.
LOGO
Click to edit Master text styles
The business rules formal definitionAt the theory level of first level logic (FOL) business rules have
statement view IF-THEN and expresses logical consequence or implication.
IF (conditions), then (the list of actions),
else (alternate list of actions).
p is a assertion named as
antecedent, which is describing state of business conditions
q is assertion named as consequent,
describing decision which are offering in
this conditions
IF p, THEN q, where
LOGO
Click to edit Master text styles
CUSTOMER’S ATRIBUTESCUSTOMER’S ATRIBUTES
PERSONAL DATA sitizen agegendersingle
JOB DATA studentheadInc_hInc_mInc_l
SERVICE CONSUMPTION DATA sms \mmsLoc_callInt_callConfGprs
ACTION EFFECT Act1_eff Act2_eff Act3_eff
LOGO
Click to edit Master text styles
Formal context “customers” Context part 1
Context part 2 (continuation)
LOGO
Click to edit Master text styles
Concept lattice “customers”
LOGO
Click to edit Master text styles
The rules discovered The rules discovered by FCA look like this: different kind
of if customers satisfy different conditions and for them different marketing actions are effective:
•IF head = true AND Inc_m = true AND Cons_mid = true THEN Act1_eff;
Rule 1
•IF gender_male = true AND student = true AND sitizen = true AND Inc_l = true AND sms \mms = true AND Cons_mid = true THEN Act2_eff;
Rule 2
•IF sitizen = true AND Int_call = true AND Gprs= true AND Inc_h = true AND Cons_high = true THEN Act3_eff;
Rule 3
LOGO
Click to edit Master text styles
Rules quality criteria Let M – attribute set and G objects set. The rules are defined as the
implication X⇒Y, where X,Y M, X ⊆ Y =. The implication means that all objects of context which contain
attributes X also contain attribute Y. That is in the situation X manager ought make decision Y.
support
Supp=card(ψ(X)/ card(G)) - is a rate of context
objectsK := (G,M, I),
which contain attributes X
Is defined as conf( X⇒Y)=supp(XY)/
supp(X)
3
Is defined as supp(X Y)/
supp(Y) supp(X)
confidence lift conviction
Conviction conv(X⇒Y)=1-
supp(Y)/1- conf(X⇒Y)
LOGO
Click to edit Master text styles
The rules discovered with confidence <100 %
IF Loc_call=true AND Cons_mid =true AND Single =true
THEN Act2_eff (confidence = 80%)
IF Cons_mid =true THEN Act2_eff (confidence = 70%)
IF Head=true THEN Act3_eff (confidence = 67%)
IF single=true AND Loc_call=true THEN Act2_eff
(confidence = 62%)
IF Cons_low=true THEN Act3_eff (confidence = 50%)
LOGO
Click to edit Master text styles
CONCLUSION: The formal concept analysis software, being applied to
client data, shows, that action1 is efficient for “head, medium income and medium consumption” category of clients
action2 is efficient for “male, student, low income, medium consumption, sms\mms” category of clients
action3 is efficient for “citizen, international call, GPRS, with high income and high consumption” category of clients
So, proposed approach transforms user data into TC-company’s services, fitted to customer profile and
stimulate consumption increasing and by this increasing company’s profit