MKT 700Business Intelligence and

Decision Models

Week 8:Algorithms and

Customer Profiling (1)

Classification and Prediction

ClassificationUnsupervised Learning

PredictingSupervised Learning

SPSS Direct Marketing

Classification Predictive

Unsupervised Learning

RFM Cluster analysis

Postal Code Responses

NA

SupervisedLearning Customer Profiling Propensity to buy

SPSS Analysis

Classification Predictive

Unsupervised Learning

Hierarchical ClusterTwo-Step ClusterK-Means Cluster

NA

SupervisedLearning Classification Trees

-CHAID-CART

Linear RegressionLogistic Regression

Artificial Neural Nets

Major Algorithms

Classification Predictive

Unsupervised Learning

Euclidean DistanceLog Likelihood

NA

SupervisedLearning Chi-square Statistics

Log LikelihoodGINI Impurity IndexF-Statistics (ANOVA)

Log LikelihoodF-Statistics (ANOVA)

Nominal: Chi-square, Log LikelihoodContinuous: F-Statistics, Log Likelihood

Euclidean Distance

Euclidean Distance for Continuous Variables

Pythagorean distance √d2 = √(a2+b2)

Euclidean space √d2 = √(a2+b2+c2)

Euclidean distance d = [(di)2]1/2

Pearson’s Chi-Square

Contingency Table

North South East West Tot.

Yes 68 75 57 79 279

No 32 45 33 31 141

Tot. 100 120 90 110 420

Observed and theoretical Frequencies

North South East West Tot.

Yes 6866

7580

5760

7973

27966%

No 3234

4540

3330

3137

14134%

Tot. 100 120 90 110 420

Chi-Square: e

eo

fff

X2

2 )(

Obs. fo fe fo-fe (fo-fe)2 (fo-fe)2

fe

1,1 681,2 751,3 571,4 792,1 322,2 452,2 332,4 31

6680607334403037

2-5-36

-2536

425

936

425

936

.0606

.3125

.1500

.4932

.1176

.6250

.3000

.9730X2= 3.032

Statistical Inference DF: (4 col –1) (2 rows –1) = 3

3.032 7.8156.251

.10 .05

Log Likelihood Chi-Square

Log Likelihood Based on probability distributions

rather than contingency (frequency) tables.

Applicable to both categorical and continuous variables, contrary to chi-square which must be discreticized.

Contingency Table (Observed Frequencies)

Cluster 1 Cluster 2 Total

Male 10 30 40

Contingency Table (Expected Frequencies)

Cluster 1 Cluster 2 Total

Male 1020

3020

4040

Chi-Square: e

eo

fff

X2

2 )(

Obs. fo Fe fo-fe (fo-fe)2 (fo-fe)2

fe

1,1 101,2 30

2020

-1010

100100

5.005.00

X2= 10.00

p < 0.05; DF = 1; Critical value = 3.84

Log Likelihood Distance & Probability

Cluster 1 Cluster 2

Male O E

1020

3020

O/ELn (O/E)O * Ln (O/E)

2∑O*Ln(O/E)

10/20 = .50-.693

10*-.693-6.93

30/20=1.50.405

30*.40512.164

2*-6.93+12.164= 10.46

p < 0.05; critical value = 3.84

Variance, ANOVA, andF Statistics

F-Statistics For metric or continuous variables

Compares explained (in the model) and unexplained variances (errors)

VarianceSQUARED

VALUE MEAN DIFFERENCE

20  43.6  55734  43.6  92.1634  43.6  92.1638  43.6  31.3638  43.6  31.3640  43.6  12.9641  43.6  6.7641  43.6  6.7641  43.6  6.7642  43.6  2.5643  43.6  0.3647  43.6  11.5647  43.6  11.5648  43.6  19.3649  43.6  29.1649  43.6  29.1655  43.6  13055  43.6  13055  43.6  13055  43.6  130

COUNT 20 SS = 1461

DF= 19

VAR = 76.88

MEAN 43.6 SD= 8.768

SS is Sum of SquaresDF = N-1VAR=SS/DFSD = √VAR

ANOVA Two Groups: T-test

Three + Group Comparisons: Are errors (discrepancies between observations and the overall mean) explained by group membership or by some other (random) effect?

OnewayANOVA Grand mean

Group 1 Group 2 Group 3 5.0426 8 35 9 2 (X-Mean)2

4 7 1 0.9185 8 3 0.0024 9 2 1.0856 7 1 0.0025 8 3 1.0854 9 2 0.918

0.002Group means 1.085

4.875 8.125 2.125 8.752 15.668

3.835 8.752

(X-Mean)2 (X-Mean)2 (X-Mean)2 15.6681.266 0.016 0.766 3.8350.016 0.766 0.016 8.7520.766 1.266 1.266 15.6680.016 0.016 0.766 4.1680.766 0.766 0.016 9.2521.266 1.266 1.266 16.3350.016 0.016 0.766 4.1680.766 0.766 0.016 9.252

      16.3354.875 4.875 4.875 4.168

9.252

SS Within 14.625Total SS 158.958

MSS(Between)/MSS(Within)

  Winthin groupsBetween Groups Total Errors

   SS 14.625 + 144.333= 158.958DF 24-3=21 3-1=2 24-1=23Mean SS 0.696  72.167   6.911

Between Groups Mean SS 72.167  103.624 p-value < .05Within Groups Mean SS 0.696     

ONEWAY (Excel or SPSS)

Anova: Single Factor

SUMMARYGroups Count Sum Average Variance

Group 1 8 39 4.875 0.696Group 2 8 65 8.125 0.696Group 3 8 17 2.125 0.696

ANOVASource of Variation SS df MS F P-value F crit

Between Groups 144.333 2 72.167 103.624 1.318E-11 3.467Within Groups 14.625 21 0.696

Total 158.958 23       

Profiling

Customer Profiling: Documenting or Describing Who is likely to buy or not respond? Who is likely to buy what product or

service? Who is in danger of lapsing?

Profiling/Decision Tree SPSS Direct Marketing

Customer ProfilingPostal Code responses

SPSS Analysis Classification Decision Tree• CHAID (Chi-Square Automatic Interactive

Detector)• CART (Classification and Regression

Tree)