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

Wai Keung Wong, S. Y.S. Leung, Z. X. Guo, X. H. Zeng, Pik Yin Mok

Research output: Journal article publicationJournal articleAcademic researchpeer-review

34 Citations (Scopus)

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.
Original languageEnglish
Pages (from-to)308-319
Number of pages12
JournalInternational Journal of Production Economics
Volume135
Issue number1
DOIs
Publication statusPublished - 1 Jan 2012

Keywords

  • Cross-selling
  • Fuzzy logic
  • Information system
  • Multi-criteria decision making
  • Retailing
  • RFID
  • Rule-based expert system

ASJC Scopus subject areas

  • Business, Management and Accounting(all)
  • Economics and Econometrics
  • Management Science and Operations Research
  • Industrial and Manufacturing Engineering

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