Bayesian-Network Time-Series Analysis Based on Employee’s Sales Skills

Abstract

It is important to provide services to suit individual characteristic. However, it is difficult to improve productivity in the service sector because the value of a service is determined largely by the situation or the subjective perception of the customer, and the quality of service depends on the experience and institution of the service provider. This study analysed and examined sale strategies pertaining to what product categories should be presented next in what month to the customers who made a purchase in a particular product category in a particular month, by creating Bayesian network time-series models of customer purchases by considering employees’ sales skills. In addition, we created Bayesian network models for presenting products or services to suit values and needs of customers based on the questionnaire survey.