D
2017
Transaction data based hotel customer segmentation
CHALUPA, Štěpán
Basic information
Original name
Transaction data based hotel customer segmentation
Edition
Karviná, Proceedings of 10th International Scientific Conference. “Karviná Ph.D. Conference on Business and Economics” p. 74-82, 2017
Publisher
Silesian University
Other information
Type of outcome
Stať ve sborníku
Confidentiality degree
není předmětem státního či obchodního tajemství
Organization unit
University College Prague – University of International Relations and Institute of Hospitality Management and Economics, Ltd.
Keywords in English
Transaction data, customer segmentation, segmentation in hospitality, TwoStep Cluster Analysis.
V originále
Customer segmentation plays crucial role in hospitality marketing. Identification of the right customer segments allows hotel managers to create the most effective marketing strategies. Transactions are great source of behavioral data that can be used in market segmentation. The goal of this paper is to run cluster analysis over transactional data to identify customer segment, identify the best ones of them and propose suitable strategy for them. Used data were exported from channel management tool and then processed using several non-hierarchical clustering methods of IBM SPSS tool (K-means and TwoStep Clustering). The results show that using transaction data for behavioral segmentation can lead to proper segment identification when strategies are being built.
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