Abstract
This chapter demonstrates how a combined use of radio frequency identification (RFID) technologies and the Intelligent Product Cross-selling System (IPCS) can improve cross- and up-selling in the retail industry. In this study, two systems have been developed, namely the Smart Dressing System (SDS) enabled by RFID technologies, and the IPCS. The SDS demonstrates a research endeavour in which, unlike the previous studies which focused on transactional data, customers’ in-store data can be collected using RFID-enabled SDS. This data can therefore be used for promoting or cross-selling new products to the customers more effectively and efficiently. The IPCS, integrating a rule-based expert system and a fuzzy screening technique, can handle the difficulties of processing linguistic and categorical information. This means fashion designers can recommend appropriate fashion product items for cross-selling with greater ease. The proposed systems’ ability to improve selling strategies for the fashion retail industry will in turn help to increase their sales performance.
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