The following information was submitted:
Transactions: INTERNATIONAL JOURNAL of COMPUTERS AND COMMUNICATIONS
Transactions ID Number: 20-774
Full Name: JAMAL Ameen
Position: Professor
Age: ON
Sex: Male
Address: University of Glamorgan, Pontypridd
Country: UNITED KINGDOM
Tel: +9647504288482
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E-mail address: jrmameen@glam.ac.uk
Other E-mails: jrameen@gmail.com
Title of the Paper: tele-market modeling of fuzzy consumer behavior
Authors as they appear in the Paper: J AMEEN & R BASHA
Email addresses of all the authors: jrmameen@glam.ac.uk,rawshan@agu.ac.ae
Number of paper pages: 8
Abstract: Just like any other aspect of human life on our planet, the advancements in internet technology over the past decades have greatly influenced the way that marketing is conducted extending it beyond traditional boundaries both from business actions and consumers behavior. With ease of access and the vast amount of information that can be observed on the net, consumers are lost for choice. These have increased the challenges that both consumers and business people face manifold. This paper attempts to assess the fuzzy actions of buying behavior from a multinational viewpoint using data that have been collected on consumer risk assessment while attempting to buy a product on the internet. The survey covered 270 male and female participants of different nationality with different levels of income and education. In a hierarchical modeling attempt, Logistic regression is used to identify factors that are significant in the action of purchasing leading to a sensitivity!
of 0.94 and specificity of 0.81. The resulting significant components from the first stage model are used as inputs in the application of AnswerTree (CHAID) model to formulate what-if decision scenarios to help decision makers improve their selling and targeting options. The sensitivity and specificity of the latter approach were 0.93 and 0.79 respectively and led to the establishment of a set of decision rules each with their probability of success ranging from 0.56 to 1. None of the factors of gender, geographic location or income were significant in the process
Keywords: Tele-marketing, Customer behavior, Logistic Regression, Decision Tree
EXTENSION of the file: .doc
Special (Invited) Session: Consumer Behavior Fuzziness in the New Market Environments
Organizer of the Session: 656-098
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