[Abstract]

The scenario of customers' purchase actions obtained from the analysis of customer cards

Shingo MURATA
Graduate School of Business Science , University of Tsukuba, Japana



This paper shows the possibi lity that the knowledge of the scenario of customer's purchase actions will contribute to a clerk's sales activity. The scenario discussed in this paper was obtained from the customer cards of a clothing store. The sales persons of the store record the ite ms the customers buy as well as price and color on each customer card. Byanalyzing them statistically, the scenario of the goods the customer will buy together can be identified. If the sales staff knows the scenario in advance, they might recommend to a customer, who bought the jacket X, the shirt Y which matches X well. This would enable the sales staff to raise the customer unit price. If the entire sales staff will share the scenario, the sales of the store may increase.