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

Author

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  • Wong, W.K.
  • Leung, S.Y.S.
  • Guo, Z.X.
  • Zeng, X.H.
  • Mok, P.Y.

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.

Suggested Citation

  • Wong, W.K. & Leung, S.Y.S. & Guo, Z.X. & Zeng, X.H. & Mok, P.Y., 2012. "Intelligent product cross-selling system with radio frequency identification technology for retailing," International Journal of Production Economics, Elsevier, vol. 135(1), pages 308-319.
    • Handle: RePEc:eee:proeco:v:135:y:2012:i:1:p:308-319
    DOI: 10.1016/j.ijpe.2011.08.005
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    References listed on IDEAS

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    Cited by:

    1. M. Ballings & D. Van Den Poel & E. Verhagen, 2013. "Evaluating the Added Value of Pictorial Data for Customer Churn Prediction," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 13/869, Ghent University, Faculty of Economics and Business Administration.
    2. Matthias Hauser & Sebastian A. Günther & Christoph M. Flath & Frédéric Thiesse, 2019. "Towards Digital Transformation in Fashion Retailing: A Design-Oriented IS Research Study of Automated Checkout Systems," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 61(1), pages 51-66, February.
    3. Willems, Kim & Smolders, Annelien & Brengman, Malaika & Luyten, Kris & Schöning, Johannes, 2017. "The path-to-purchase is paved with digital opportunities: An inventory of shopper-oriented retail technologies," Technological Forecasting and Social Change, Elsevier, vol. 124(C), pages 228-242.
    4. Hauser, Matthias & Flath, Christoph M. & Thiesse, Frédéric, 2021. "Catch me if you scan: Data-driven prescriptive modeling for smart store environments," European Journal of Operational Research, Elsevier, vol. 294(3), pages 860-873.
    5. Mou, Shandong & Robb, David J. & DeHoratius, Nicole, 2018. "Retail store operations: Literature review and research directions," European Journal of Operational Research, Elsevier, vol. 265(2), pages 399-422.
    6. Renko, Sanda & Druzijanic, Mirna, 2014. "Perceived usefulness of innovative technology in retailing: Consumers׳ and retailers׳ point of view," Journal of Retailing and Consumer Services, Elsevier, vol. 21(5), pages 836-843.
    7. Isidoro Romero & Juan A. Martínez-Román, 2015. "Determinants of technology adoption in the retail trade industry – the case of SMEs in Spain," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 17(39), pages 646-646, May.
    8. Wen, Xin & Choi, Tsan-Ming & Chung, Sai-Ho, 2019. "Fashion retail supply chain management: A review of operational models," International Journal of Production Economics, Elsevier, vol. 207(C), pages 34-55.
    9. Pantano, Eleonora & Viassone, Milena, 2014. "Demand pull and technology push perspective in technology-based innovations for the points of sale: The retailers evaluation," Journal of Retailing and Consumer Services, Elsevier, vol. 21(1), pages 43-47.
    10. Riegger, Anne-Sophie & Merfeld, Katrin & Klein, Jan F. & Henkel, Sven, 2022. "Technology-enabled personalization: Impact of smart technology choice on consumer shopping behavior," Technological Forecasting and Social Change, Elsevier, vol. 181(C).

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