مطالعات مدیریت کسب و کار هوشمند

نوع مقاله : مقاله پژوهشی

نویسندگان

1 دانشجوی دکترا، گروه مدیریت پردیس البرز، دانشگاه تهران، تهران.( ایران نویسنده مسئول مقاله)؛ aghababaei_s@yahoo.com

2 عضو هیئت‌علمی، گروه مدیریت، دانشگاه تهران، تهران، ایران.

3 عضو هیئت‌علمی، گروه مدیریت بازرگانی، دانشکده مدیریت، دانشگاه تهران، تهران، ایران.

چکیده

 
در دنیای رقابتی امروز، قیمت‌گذاری به‌عنوان یکی از چهارعنصر آمیخته بازاریابی، از عوامل مؤثر در موفقیت یا شکست شرکت‌ها محسوب می‌گردد. بر اساس مبانی نظری، در قیمت‌گذاری مبتنی بر ارزش، شرکت‌ها ارزش متمایز محصولات خود را برای مشتریان محاسبه می‌کنند. هدف از انجام این پژوهش که بر اساس مبانی علم طراحی استوار است، طراحی و پیاده‌سازی سیستمی جهت کمک به قیمت‌گذاری رقابتی بر اساس ارزش مشتری از طریق دسته‌بندی و تحلیل احساسات مشتریان باهدف حداکثر سازی سود است. صنعت منتخب این پژوهش هتل داری است که سلایق و ارزش‌های مشتری در آن از عوامل موفقیت محسوب می‌گردد. در این پژوهش ابتدا سعی شده به روش مدل‌سازی موضوعی با الگوریتم LDA، از داده‌های استخراج‌شده از نظرات مشتریان هتل‌های 5 ستاره تهران به‌عنوان هتل‌های رقیب، موارد مهم و باارزش در ذهن مشتریان این هتل‌ها شناسایی و دسته‌بندی گردد. پس‌ازآن، در هر دسته، نظرات هر مشتری برچسب‌گذاری شده و با الگوریتم‌های مختلف متن‌کاوی، فرایند تحلیل احساسات بر روی این نظرات انجام شود. سپس دقت الگوریتم‌ها محاسبه‌شده که الگوریتم یادگیری عمیق با دقت 0.9 بیشترین دقت محاسبات را داشت. درنهایت تحلیل احساسات با داده‌های موجود توسط سیستمِ طراحی‌شده در مرحله قبل انجام‌شده و نتایجی قابل قبولی دریافت گردید. کاربرد سیستم پیشنهادی، تشخیص ارزش هتل‌ها در ذهن مشتریان هدف نسبت به رقبا و کمک به قیمت‌گذاری بر مبنای ارزش است.

کلیدواژه‌ها

عنوان مقاله [English]

Designing and Implementing a System that SuggestsManagers about Pricing based on Bustomer Value with Topic Modeling Techniques and text mining

نویسندگان [English]

  • Sara Afgababaei 1
  • Mohsen Nazari 2
  • Nastaran Haji Heydari 3

1 PhD Student, Department of Management Alborz Campus at the University of Tehran. Iran (Corresponding Author: aghababaei_s@yahoo.com)

2 Faculty member, Department of Management, University of Tehran, Tehran Iran

3 Faculty Member, Department of Business Management, Faculty of Management, University of Tehran, Tehran Iran

چکیده [English]

 
in today's competitive world, pricing, as one of the 4 elements of marketing mix, plays a key role in the success or failure of companies. Based on theoretical principles, in value-based pricing, companies calculate the distinct value of their products from customer insights. The purpose of this research, which is based on design science, is to design and implement a system to help competitive pricing based on customer value by categorizing and analyzing customer emotions with the aim of maximizing profits. choice of this research is The hoteling industry , in which customer opinions and values play key rule. In this research, first, it has been tried to identify and classify important and valuable items in the minds of the customers of these 5-star hotels in Tehran by the method of topic modeling with LDA algorithm. Then, in each category, each customer's comments are tagged, and these comments processed with different text mining algorithms. Then the accuracy of the algorithms calculated. the deep learning algorithm with 0.9 accuracy had the highest accuracy of calculations. Finally, the analysis of sentiments with the available data was performed by the system designed in the previous step and acceptable results were obtained. The application of the proposed system is to identify the value of hotels in the minds of target customers over competitors and to help value-based pricing.
 

کلیدواژه‌ها [English]

  • value based pricing
  • sentiment analysis
  • text mining
  • design science. Hotel industry
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