TY  - JOUR
T1  - A Segmentation Framework for Airlines’ Passengers
Based on their Value Using Data Mining
AU - Nik, Mohsen Sadegh Amal AU - Manshadian, Hamed 
JO  - International Business Management
VL  - 10
IS  - 6
SP  - 898
EP  - 907
PY  - 2016
DA  - 2001/08/19
SN  - 1993-5250
DO  - ibm.2016.898.907
UR  - https://makhillpublications.co/view-article.php?doi=ibm.2016.898.907
KW  - Airlines passengers
KW  -customer lifetime value
KW  -customer potential value
KW  -customer segmentation
KW  -data mining
AB  - Since, air transport organizations are associated with customers directly, implementation of an
accurate and appropriate customer relationship management would seem essential for them. Segmenting
customers based on their value is one of the issues which is challenging in this field nowadays and many
customer-oriented organizations are interested in calculating customer value and segmenting customers based
on their value so that they can have a true understanding of customers. In this study, a framework is proposed
to determine customer value regarding airline transport organizations considering their lifetime and potential
value. Moreover, some strategies are discussed for segmenting them using data mining. A criterion is
suggested for obtaining customer value considering behavioral nature of airline passengers and their traveling
motives which are named business and leisure incentive in literature as well as customers’ previous purchases
behavioral nature using LRFM Model. For weighing parameters of both models AHP technique is implemented.
After that, k-mean algorithm is used to cluster customers based on their value. Eventually after coming up with
a conceptual model for segmenting customers based on their lifetime and potential value, some customer
attraction and retention strategies are proposed.
ER  -