Journal
INTERNATIONAL JOURNAL OF PRODUCTION ECONOMICS
Volume 135, Issue 1, Pages 308-319Publisher
ELSEVIER
DOI: 10.1016/j.ijpe.2011.08.005
Keywords
Information system; Multi-criteria decision making; Cross-selling; RFID; Retailing; Fuzzy logic; Rule-based expert system
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Funding
- Research Grants Council of the Hong Kong Special Administrative Region, China [PolyU 5226/08E]
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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. (C) 2011 Elsevier B.V. All rights reserved.
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