چکیده مقاله
In the rapidly expanding digital landscape of emerging economies, Small and Medium sized Enterprises SMEs face a critical challenge: while rich in customer data, they often lack the financial resources and specialized expertise to deploy complex, enterprise grade Artificial Intelligence systems for customer analytics This paper aims to bridge this capability gap by presenting and validating From Insight to Action, a novel, lightweight, and integrated three stage AI framework specifically designed for SME e commerce businesses The primary objective is to provide a practical, low cost methodology that transforms raw transactional data into actionable strategies for maximizing Customer Lifetime Value CLV The framework's methodology unfolds in three sequential stages First, the Segment stage employs RFM Recency, Frequency, Monetary analysis combined with the K Means clustering algorithm to identify distinct, behavior based customer groups Second, the Predict stage utilizes a highly efficient LightGBM model to accurately forecast the future purchasing behavior and CLV for each customer Finally, the Act stage translates these predictive insights into a clear Action Decision Matrix, prescribing tailored marketing interventions for each segment A proof of concept was implemented and rigorously validated using the publicly available Online Retail Dataset The results demonstrate the framework's practical utility: the segmentation model successfully identified four meaningful and strategically relevant customer personas: 'Champions,' 'Loyal Customers,' 'At Risk Customers,' and 'Lost Furthermore, the LightGBM based CLV prediction model achieved a high degree of accuracy, evidenced by a Mean Absolute Error MAE of 48 72 and a Root Mean Square Error RMSE of 95 45, confirming its reliability This research confirms that the proposed end to end framework serves as an accessible and powerful tool for SMEs, enabling them to make data driven decisions, enhance customer retention, and achieve sustainable growth without significant capital investment in complex infrastructure
کلیدواژهها
نویسندگان
Amir Sabet
MBA Business Management , Independent Researcher, Tehran, Iran
شیوه ارجاع
Sabet, Amir,1404,From Insight to Action: A Lightweight AI Framework for Customer Value Maximization in SME E-commerce for Emerging Economies,Conference on Artificial Intelligence in Emerging Economies and Digital Businesses (AIEEDB),Yazd
ارائهشده در
مجموعه مقالات کنفرانس هوش مصنوعی در اقتصادهای نوظهور و کسب وکارهای دیجیتال21 آبان 1404 · یزد