Data Mining Techniques with Electronic Customer Relationship Management for Telecommunication Company

Keywords: Data Mining, E-CRM, Employee, A Telecommunication Company.

Abstract

Organizations must improve decisional quality, and the continuous usage of data mining techniques is a crucial issue for management. This issue mostly involves an individual's motivation to engage in the behavior. This could perhaps be characterized in terms of the working regimen. technology utilization and employee activity are the two main difficulties that this dilemma revolves around. This study aims to address the aspect associated with data mining and E-CRM in the telecom industry. The methods that are used in the current study,  analysis studies of the data mining techniques are applied to E-CRM that has been identified. Moreover, PHP with the update of the DeLone and McLean methods has been used in the current study. The results show the significance in affecting the continuance used intention of data mining techniques. User satisfaction, technology, and data mining are critical predictors of employment intentions.

Downloads

Download data is not yet available.

Author Biographies

Elham Abdulwahab Anaam, University Kebangsaan Malaysia, Malaysia.

Faculty of Information Science & Technology, University Kebangsaan Malaysia, Malaysia.

Muhamad Naser Yousef Magableh, Central Queensland University, Queensland, Australia.

School of Engineering and Technology, Central Queensland University, Queensland, Australia.

Mohammed Hamdi, Najran University, Najran, Saudi Arabia.

College of Computer Science and Information Systems Najran University, Najran, Saudi Arabia.

Aldeen Yousef Rashid Hmoud, University Kebangsaan Malaysia, Selangor, Malaysia.

Faculty of Information Science and Technology, University Kebangsaan Malaysia, Selangor, Malaysia.

Hamood Alshalabi, Universiti Kebangsaan Malaysia, Bangi, Malaysia.

Faculty of Information Science & Technology, Universiti Kebangsaan Malaysia, Bangi, Malaysia.

References

Ahn, H., Ahn, J. J., Oh, K. J., and Kim, D. H. (2011). “Facilitating cross-selling in a mobile telecom market to develop customer classification model based on hybrid data mining techniques,” Expert Systems with Applications, 38(5), 5005-5012,

Ahn, H., Kim, K.J., & Han, I. (2006). Hybridgenetic algorithms and case-based reasoning systems for customer classification. Expert Systems, 23(3), 127–144.

Ahn, H., Kim, K.-J., & Han, I. (2007). A case-based reasoning system with the two- dimensional reduction technique for customer classification. Expert Systems with Applications, 32(4), 1011–1019. https://www.sciencedirect.com/science/article/pii/S0957417406000789

Al-alawi, A. I. and Alalawi, E. (2020) ‘Customer Relationship Management: The Application of Data Mining Techniques in the Telecommunications Sector’. Journal of Xi’an University of Architecture & Technology, XII(IV). doi: 10.37896/jxat12.04/1125.

Alatawi, F. M. H., Dwivedi, Y. K. & Williams M. D. (2013). Developing A Conceptual Model for Investigating Adoption of Knowledge Management Systems in Saudi Arabian Public Sector. International Journal of Business Information Systems, 14(2), 135–163. DOI: 10.1504/IJBIS.2013.056121

Albayrakoglu, M.M., (1996). Justification ofnew manufacturing technology: a strategic approach using the analytical hierarchy process. Prod. Invent. Manage. J, 37, 71–76 (First Quarter).

Almana, A. M., Aksoy, M. S. and Alzahrani, R. (2014) ‘A Survey on Data Mining Techniques in Customer Churn Analysis For Telecom Industry’. Journal of Engineering Research and Applications, 4(5), pp. 165–171.

Alshawi, S., Missi, F., & Irani, Z. (2011). Organisational, technical and data quality factors in CRM adoption — SMEs perspective. Industrial Marketing Management, 40(3), 376–383. doi: 10.1016/j.indmarman.2010.08.006

Alshibly, H. and Chiong, R. (2015) Customer empowerment: Does it influence electronic government success? A citizen-centric perspective’. Electronic Commerce Research and Applications, 14(6), pp. 393–404. DOI: 10.1016/j.elerap.2015.05.003.

Anaam, E. A., et al. (2018). A theoretical review of conceptual model for E-CRM success in telecommunication companies. International Journal of Engineering & Technology. 10.14419/ijet.v7i4.17674

Anaam, E. A., et al. (2020). Investigating the Electronic Customer Relationship Management Success Key Factors in the Telecommunication Companies: A Pilot Study. Journal of Computational and Theoretical Nanoscience, Volume 17, 1-4. https://www.ingentaconnect.com/contentone/asp/jctn/2020/00000017/00000002/art00125

Anaam, E. A., et al. (2021). Critical success factors for electronic customer relationship management success adoption: Telecommunication companies case study. International Journal of Advanced and Applied Sciences International Journal of Advanced and Applied Sciences, 8(10), 116-130

Anaam, E., Abu Bakar, K., & Mohd Satar, N. (2020). A Model of Electronic Customer Relationship Management System Adoption In Telecommunication Companies. Amazonia Investiga, 9(35), 61-73. https://amazoniainvestiga.info/index.php/amazonia/article/view/1462/1463

Askool, S. & Nakata, K. (2011). A conceptual model for acceptance of social CRM systems based on a scoping study. Business, Computer Science, 205–220. doi: 10.1007/s00146-010-0311-5

Awa, H. O., Ojiabo, O. U., & Emecheta, B. C. (2015). Integrating TAM, TPB and TOE frameworks and expanding their characteristic constructs for e-commerce adoption by SMEs. Journal of Science and Technology Policy Management, 6(1), 76–94. https://doi.org/10.1108/JSTPM-04-2014-0012

Bahari, T. F, and Elayidom, M. S. (2015) “An Efficient CRM-Data Mining Framework for the Prediction of Customer Behaviour” Procedia Computer Science, 46, 725-731.

Berson, A., Smith, S., & Thearling, K. (2000), “Building Data Mining Application for CRM”. New York, NY; Tata McGraw Hill, https://repozitorij.uni-lj.si/IzpisGradiva.php?id=69451

Bose, I., and Chen, X. (2010). Exploring business opportunities from mobile services data of customers: An intercluster analysis approach. Electronic Commerce Research and Applications, 9(3), 197-208.

Chang, D. S., Chen, S. H., Hsu, C. W., & Hu, A. H. (2015). Identifying strategic factors of the implantation CSR in the airline industry: The case of Asia-Pacific airlines. Sustainability (Switzerland), 7(6), 7762–7783. https://doi.org/10.3390/su7067762 https://www.mdpi.com/2071-1050/7/6/7762

Chen, H., Chiang, R. H., & Storey, V. C. (2012). Business intelligence and analytics: From big data to big impact. MIS Quarterly, 36(4), 1165–1188.

Chen, S. et al., (2012) Technical Innovations Promoting Standard Evolution: From TD-SCDMA to TD LTE and Beyond,” IEEE Wireless Commun., 19(2), pp. 60–66. https://ieeexplore.ieee.org/stamp/stamp.jsp?arnumber=6155877.

Chen, Y. L., Kuo, M. H., Wu, S. Y., & Tang, K. (2009). “Discovering recency, frequency, and monetary (RFM) sequential patterns from customers’ purchasing data,”. Electronic Commerce Research and Applications, 8(5), 241-251.

Chinje, N. B. (2013). Customer Relationship Management (CRM) Implementation Within The Banking And Mobile Telephony Sectors Of Nigeria And South Africa. (Doctor of Philosophy) University of the Witwatersrand, Johannesburg. (September). DOI: 10.13140/RG.2.1.1301.0408

Chiu, C. (2002). A case-based customer classification approach for direct marketing. Expert Systems with Applications, 22(2), 163–168. https://www.sciencedirect.com/science/article/pii/S0957417401000525

Coombs, Cr, Doherty, Nf and Loan-Clarke, J (2001) The importance of user ownership and positive user attitudes in the successful adoption of community information systems. Journal of End User Computing, 13(4), 5–16.

Dauwed, M. A., Yahaya, J., Mansor, Z., and Hamdan, A. R. (2018). “Human factors for IoT services utilization for health information exchange,” J. Theor. Appl. Inf. Technol., 96(8), pp. 2095–2105, http://www.jatit.org/volumes/Vol96No8/3Vol96No8.pdf

Dede, G., et al, (2011). Towards a roadmap for future home networking systems: an analytical hierarchy process approach. IEEE Syst. J., 5(3), 374–384.

Delone, W. H., & Mclean, E. R. (2003). The Delone and Mclean Model of Information Systems Success: A Ten-Year Update. Journal of Management Information Systems, 19(4), 9-30

Ellaban, M. (2013). The Role of Data Mining Technology in Building Marketing and Customer Relationship Management (CRM) for Telecommunication Industry. (Master Degree of Business Administration). Islamic University. https://iugspace.iugaza.edu.ps/bitstream/handle/20.500.12358/19988/file_1.pdf?sequence=1

Foshay, N., Mukherjee, A., & Taylor, A. (2007). Does data warehouse end-user meta-data add value? Communications of the ACM, 50(11), 70–77

Friedman, J., Hastie, T., & Tibshirani, R. (2008). Sparse inverse covariance estimation with the graphical lasso. Biostatistics (Oxford, England), 9(3), 432–441. doi: 10.1093/biostatistics/kxm045 PMID: 18079126 Gürsoy

Friedman, J., Hastie, T., & Tibshirani, R. (2008). Sparse inverse covariance estimation with the graphical lasso. Biostatistics (Oxford, England), 9(3), 432–441. doi: 10.1093/biostatistics/kxm045 PMID:18079126

Fuller, R. M., and Dennis, A. R (2018) Does Fit Matter? The Impact of Task-Technology Fit and Appropriation on Team Performance in Repeated Tasks. Information Systems Research, 20(1), pp. 2–17.

Hair, J. F. et al. (2017) A primer on partial least squares structural equation modeling (PLS- SEM). Springer International Publishing. Handbook of Market Research, 1-40 pp, https://doi.org/10.1007/978-3-319-05542-8_15-1

Hair, J.F., Black, W.C., Babin, B., & Anderson, R. (2016). Multivariate Data Analysis. London: Cengage Learning. New York. DOI: https://doi.org/10.31580/jmi.v7i2.1165. https://readersinsight.net/jmi/article/view/1165/1060.

Hair, J.F., Black, W.C., Babin, B.J. and Anderson, R.E. (2010) Multivariate Data Analysis, 7th ed., New York: A Global Perspective, https://www.aspentech.com/en/acquisition/camo-analytics

Han and Kamber (2006) Data Mining Concepts and techniques, Morgan Kaufmann Publishers. University of Illinois at Urbana-Champaign. San Francisco: Morgan Kaufmann https://publications.waset.org/14253/

Huang, T.C.-K., Liu, C.-C., & Chang, D.-C. (2012). An empirical investigation of factors influencing the adoption of data mining tools. International Journal of Information Management, 32(3), 257–270. https://doi.org/10.1016/j.ijinfomgt.2011.11.006

Huang, T.C.-K., Wu, I.-L. and Chou, C.-C. (2013). Investigating use continuance of data mining tools, International Journal of Information Management, 33(5), pp. 791–801. DOI: 10.1016/j.ijinfomgt.2013.05.007. https://www.sciencedirect.com/science/article/abs/pii/S0268401213000790

Hung, S. Y., Hung, W. H., Tsai, C. A. & Jiang, S. C. (2010). Critical factors of hospital adoption on CRM system: Organizational and information system perspectives. Decision Support Systems, 48(4), 592–603. doi:10.1016/j.dss.2009.11.009

Jagadeesh Chandra Bose, R.P., & van der Aalst, W.M.P. (2009) Abstractions in Process Mining: A Taxonomy of Patterns. In U. Dayal, J. Eder, J. Koehler, and H. A. Reijers, editors, BPM, 5701 of Lecture Notes in Computer Science, pages 159–175. Springer. https://link.springer.com/chapter/10.1007/978-3-642-03848-8_12

Jun, M., Yang, Z., & Kim, D.S (2004),"Customers' perceptions of online retailing service quality and their satisfaction", International Journal of Quality & Reliability Management, Vol. 21 Iss. 8, pp. 817 – 840 http://dx.doi.org/10.1108/02656710410551728

Kabir, G., Sadiq, R. & Tesfamariam, S. (2014). A review of multi-criteria decision-making methods for infrastructure management. Structure and Infrastructure Engineering, 10(9), 1176–1210. doi: 10.1080/15732479.2013.795978

Karimi, F et al., (2015) Clinical information systems end user satisfaction: The expectations and needs congruencies effects. J Biomed Inform, 53, Pages 342-354, http://dx.doi.org/10.1016/j.jbi.2014.12.008

Kengpol, A., O’Brien, C., (2001). The development of a decision support tool for the selection of advanced technology to achieve rapid product development. Int. J. Prod. Econ, 69, 177–191.

Kim, C. S., Zhao, W. H., and Yang, K. H. (2008). An Empirical Study on the Integrated Framework of e-CRM in Online Shopping: Evaluating the Relationships Among Perceived Value, Satisfaction, and Trust Based on Customers’ Perspectives. Journal of Electronic Commerce in Organizations, 6(3), 1–19.

Kim, C., Lee, I. S., Wang, T., & Mirusmonov, M. (2015). Evaluating effects of mobile CRM on employees’ performance. Industrial Management & Data Systems, 115(4)

Kooper, M. N., Maes, R., & Lindgreen, E. R. (2011). On the governance of information: introducing a new concept of governance to support the management of information. International Journal of Information Management, 31(3), 195–200. https://www.sciencedirect.com/science/article/pii/S0268401210000708

Kuegler, M., Smolnik, S. & Kane, G. (2015). What’s in IT for employees? Understanding the relationship between use and performance in enterprise social software. Journal of Strategic Information Systems, 24(2), 90–112. doi: 10.1016/j.jsis.2015.04.00.

Law, A.K., Ennew, C.T. and Mitussis, D. (2013), “Adoption of customer relationship management in the service sector and its impact on performance”, Journal ofRelationship Marketing, 12(4), pp. 301-330

Lee, K. and Joshi, K. (2006), “Empirical Investigation of an Integrated Model of Customer Satisfaction with an Online Store,” Journal of Information Management System, Vol. 38, pp. 23–33. https://www.researchgate.net/profile/Kyootai-Lee/publication/221644344

Lee, K.C., Lee, S. and Kim, J.S. (2004), “Analysis of mobile commerce performance by using the task-technology fit”. Mobile Information Systems. New York: Springer, pp. 135-54. https://link.springer.com/content/pdf/10.1007/0-387-22874-8_10.pdf

Li, L., and Mao, J.Y. (2012), “The effect of CRM use on internal sales management control: an alternative mechanism to realize CRM benefits”, Information & Management, 49(6), https://doi.org/10.1016/j.im.2012.09.005.

Malá, J., & Černá, Ľ. (2012). Information Quality, Its Dimension And The Basic Criteria For Assessing Information Quality. Trnava Slovak University Of Technology In Bratislava, 1, 86–93.

Mohamad, C., et al. (2017) Data Mining Techniques for Customer Relationship Management Data Mining Techniques for Customer Relationship Management. Journal of Physics: Conf. Series. Doi :10.1088/1742-6596/910/1/012021.

Nikou, S. et al., (2011). Analytic hierarchy process (AHP) approach for selecting mobile service category (consumers’ preferences). In: 2011 10th International Conference on Mobile Business, pp. 119–128.

Noci, G., Toletti, G., (2000). Selecting quality-based programmes in small firms: a comparison between the fuzzy linguistic approach and the analytic hierarchy process. Int. J. Prod. Econ., 67, 113–133.

Ojiabo, E, & Bartholomew, C. (2015). Integrating TAM, TPB and TOE frameworks and expanding their characteristic constructs for e-commerce adoption by SMEs. Journal of Science and Technology Policy Management, 6(1), pp. 76-94. DOI 10.1108/JSTPM-04-2014-0012. https://www.emerald.com/insight/content/doi/10.1108/JSTPM-04-2014-0012/full/html

Olavarrieta, S. and Friedmann, R. (2008) ‘Market orientation, knowledge-related resources and firm performance’. Journal of Business Research, 61(6), pp. 623–630. https://repositorio.uchile.cl/bitstream/handle/2250/127638/Olavarrieta_Sergio.pdf?sequence=1

Pallant, J., (2013). SPSS survival manual, 5th edn., Open University Press, McGraw Hill Education, Berkshire. https://books.google.com.my/books.

Pang, Z., Zhengb, L., Tianb, J., Walterc-Kao, S., Dubrovab, E., & Chen, Q. (2015). Design of a terminal solution for integra- tion of in-home health care devices and services towards the Internet-of-things. Enterprise Information Systems, 9, 86-116. doi: 10.1080/17517575.2013.776118. https://www.diva-portal.org/smash/record.jsf?pid=diva2%3A622720&dswid=-2620

Peltier, J. W., Schibrowsky, J. A., & Yushan Zhao, Y. (2009). Understanding the Antecedents to the Adoption of CRM Technology by Small Retailers: Entrepreneurs vs Owner- managers. International Small Business Journal, 27(3), 307–336. doi:10.1177/0266242609102276

Podsakoff, P.M., MacKenzie, S.B., Lee, J.Y., & Podsakoff, N.P. (2003) Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies. Journal of Applied Psychology, 88(5), 879–903

Reijers, H. A., van Wijk, S., Mutschler, B., and Leurs, M. (2010) “BPM in Practice: Who Is Doing What?” in Proc. 8th Intl. Conf. on Business Process Management (BPM 2010), Hoboken, pp. 45–60

Rygielski, C., Wang, J. C., & Yen, D. C. (2002). Data mining techniques for customer relationship management. Technology in society, 24(4), 483-502. DOI: https://doi.org/10.1016/S0160-791X(02)00038-6.

Saaty, T.L. (1977). A scaling method for priorities in hierarchical structures. J. Math. Psychol., 15, 234–281. https://www.sciencedirect.com/science/article/pii/0022249677900335

Saeed, T. (2014). The Role of Service Quality in Developing Customer Loyalty in the Banking Sector: A Case study of the Kingdom of Saudi Arabia. International Journal of Accounting and Financial Reporting. ISSN 2162-3082. DOI:10.5296/ijafr.v4i2.6488

Scheepers, R., Scheepers, H., and Ngwenyama, O.K (2006). contextual influences on user satisfaction with mobile computing: Findings from two healthcare organizations. European Journal of Information Systems, 15, 3, 261–268.

Scherer, R., Siddiq, F., and Teo, T. (2015) “Becoming more specific: Measuring and modeling teachers’ perceived usefulness of ICT in the context of teaching and learning,” Comput. Educ., vol. 88, pp. 202–214. https://doi.org/10.1016/j.compedu.2015.05.005

Seddon, P. B. (1997) A respecification and extension of the DeLone and McLean model of IS success. Information Systems Research, 8(3), 240–253

Shokouhyar, S. et al. (2018) ‘Predicting Customers’ Churn Using Data Mining Technique and its Effect on the Development of Marketing Applications in Value-Added Services in Telecom Industry’. International Journal of Information Systems in the Service Sector, 10(4). pp. 59–72. DOI: 10.4018/IJISSS.2018100104.

Sönmez, F. (2018). Technology Acceptance Of Business Intelligence And Customer Relationship Management Systems Within Institutions Operating In Capital Markets. International Journal of Academic Research In Business And Social Sciences, 8(2), 400–422. DOI: 10.6007/IJARBSS/V8-I2/3882

Williams, M.D., Dwivedi, Y.K., Lal, B. & Schwarz, A. (2009). Contemporary trends and issues in IT adoption and diffusion research. Journal of Information Technology, 24(1), 1-10.

Wisesa, O., Adriansyah, A. and Khalaf, O. I. (2020) ‘Prediction Analysis Sales for Corporate Services Telecommunications Company using Gradient Boost Algorithm’, 2020 2nd International Conference on Broadband Communications, Wireless Sensors and Powering, BCWSP 2020, pp. 101–106. DOI: 10.1109/BCWSP50066.2020.9249397.

Wu, H.Y., Lin, C.C., Li, O., & Lin, H.H. (2010). A Study Of Bank Customers’ Perceived Usefulness Of Adopting Online Banking. Global Journal Of Business Research, 4(3), 101–109 https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1871268

Yusof, M. M., & Aziz, K. A. B. D. (2015). Evaluation Of Organizational Readiness In Information Systems Adoption: A Case Study. Asia-Pacific Journal of Information Technology and Multimedia, 4(2), 69–86.

Zeynep Ata, U., & Toker, A. (2012). The effect of customer relationship management adoption in business-to-business markets. Journal of Business & Industrial Marketing, 27(6), 497-507.

Zhu, K., Kraemer, K., & Xu, S. (2003). Electronic business adoption by European firms: A cross-country assessment of the facilitators and inhibitors. European Journal of Information Systems, 12(4), 251–268. https://link.springer.com/article/10.1057/palgrave.ejis.3000475
Published
2021-12-30
How to Cite
Anaam, E. A., Yousef Magableh, M. N., Hamdi, M., Rashid Hmoud, A. Y., & Alshalabi, H. (2021). Data Mining Techniques with Electronic Customer Relationship Management for Telecommunication Company. Amazonia Investiga, 10(48), 288-304. https://doi.org/10.34069/AI/2021.48.12.30
Section
Articles
Bookmark and Share