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Business Intelligence and Data Mining to Support Sales in Retail

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Marketing and Smart Technologies

Part of the book series: Smart Innovation, Systems and Technologies ((SIST,volume 167))

Abstract

Markets are increasingly competitive, and organizations are constantly finding ways to improve their data processing in order to be able to find their customers’ behavioral patterns when they buy their products. The aim of this study is to create a body of knowledge, so that a project can use the tools and techniques associated with data mining in retail sales in a proper way, presented concepts and key techniques like market basket analysis, association rules and cross-selling and up-selling. Companies make expert use of statistics and modeling to improve a wide variety of functions. In the paper are presented some common applications of business intelligence. As well as successful examples of data mining applied to retail sales, some information is also presented in this work to explain the prospects for the future of retail.

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Author information

Authors and Affiliations

  1. ISMAI, Maia University Institute, Maia, Portugal

    Francisca Castelo-Branco & Ricardo Cayolla

  2. Research Unit CEDTUR/CETRAD, ISMAI, Maia University Institute, Maia, Portugal

    José Luís Reis

  3. Research Unit UNICES, ISMAI, Maia University Institute, Maia, Portugal

    José Carvalho Vieira

  4. GOVCOPP, DEGEIT, Universidade de Aveiro, UA, Aveiro, Portugal

    Ricardo Cayolla

Authors
  1. Francisca Castelo-Branco
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  2. José Luís Reis
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  3. José Carvalho Vieira
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  4. Ricardo Cayolla
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Corresponding author

Correspondence to José Luís Reis .

Editor information

Editors and Affiliations

  1. DEI/FCTUC, University of Coimbra, Coimbra, Portugal

    Álvaro Rocha

  2. University Institute of Maia—ISMAI, Maia, Portugal

    José Luís Reis

  3. FHNW School of Business, FHNW University of Applied Sciences and Arts, Olten, Switzerland

    Marc K. Peter

  4. Faculty of Organizational Sciences, University of Belgrade, Belgrade, Serbia

    Zorica Bogdanović

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Castelo-Branco, F., Reis, J.L., Vieira, J.C., Cayolla, R. (2020). Business Intelligence and Data Mining to Support Sales in Retail. In: Rocha, Á., Reis, J., Peter, M., Bogdanović, Z. (eds) Marketing and Smart Technologies. Smart Innovation, Systems and Technologies, vol 167. Springer, Singapore. https://doi.org/10.1007/978-981-15-1564-4_38

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