基于互信息的卷烟货源分配模型研究

Cigarette distribution model based on mutual information

合理化地制定各类型卷烟分配比例以及卷烟分配量,有利于提高卷烟市场整体销售水平。本文采用互信息方法选取最能影响销售特征的属性对零售户分类,在此基础上结合卷烟零售户的个性销售特征和零售户所属类别的共性销售特征构建了卷烟货源分配模型。该模型能更加有效地对卷烟零售户进行分类,并通过精准的货源匹配充分挖掘客户销售潜力。

Rationalizing distribution proportion of all types of cigarettes and distribution amount of cigarettes will help improve overall sales of cigarette. This paper adopts mutual information method to select attributes that can most affect sales characteristics to classify retail customers. On this basis, a cigarette source distribution model is constructed through combining individual selling characteristics of cigarette retail customers and generic selling characteristics of the category of retail customers. This model can classify cigarette retail customers more effectively and fully tap the potential of customer sales through accurate source matching.