- 교차판매효과를 고려한 상품의 가치평가에 관한 연구
- A Study on the Business Value of Products Considering Cross Selling Effect
- ㆍ 저자명
- 황인수,Hwang. In-Soo
- ㆍ 간행물명
- 경영정보학연구
- ㆍ 권/호정보
- 2005년|15권 3호|pp.209-221 (13 pages)
- ㆍ 발행정보
- 한국경영정보학회
- ㆍ 파일정보
- 정기간행물| PDF텍스트
- ㆍ 주제분야
- 기타
One of the most fundamental problems in business is to evaluate the value of each product. The difficulty is that the profit of one product not only comes from its own sales, but also its influence on the sales of other products, i.e., the "cross-selling effect". This study integrates a measure for cross selling and an algorithm for profit estimation. Sales transaction data and post sales survey data from on-line and off-line shopping mall is used to show the effectiveness of the method against other heuristic for profit estimation based on product-specific profitability. We show that with the use of the new method we are able to identify the cross-selling potential of each product and use the information for better product selection.