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Intelligent product cross-selling system with radio frequency identification technology for retailing

Wing-Keung Wong (), S.Y.S. Leung, Z.X. Guo, X.H. Zeng and P.Y. Mok

International Journal of Production Economics, 2012, vol. 135, issue 1, 308-319

Abstract: This paper presents a combined use of both RFID technology and product cross-selling system to perform cross- and up-selling for retail industry. In this study, two systems, namely the Smart Dressing System (SDS) enabled by RFID technologies, and Intelligent Product Cross-selling System (IPCS), have been developed. The SDS demonstrates a research endeavor in which, unlike the previous studies focusing on transactional data, customers' in-store data can be collected using RFID-enabled SDS and used for promoting or cross-selling new products to the customers effectively and efficiently. The IPCS, integrating a rule-based expert system and a fuzzy screening technique, can handle the difficulty of processing linguistic and categorical information to simulate fashion designers to recommend appropriate fashion product items for cross-selling effectively. The proposed systems are evaluated to execute the selling strategies more effectively, which in turn improve sales performance in fashion retail industry.

Keywords: Information system; Multi-criteria decision making; Cross-selling; RFID; Retailing; Fuzzy logic; Rule-based expert system (search for similar items in EconPapers)
Date: 2012
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Handle: RePEc:eee:proeco:v:135:y:2012:i:1:p:308-319