# Data Mining for Business Analytics

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1 Data Mining for Business Analytics Lecture 2: Introduction to Predictive Modeling Stern School of Business New York University Spring 2014

2 MegaTelCo: Predicting Customer Churn You just landed a great analytical job with MegaTelCo, one of the largest telecommunication firms in the US They are having a major problem with customer retention in their wireless business In the mid-atlantic region, 20% of cell phone customers leave when their contracts expire. Communications companies are now engaged in battles to attract each other s customers while retaining their own Marketing has already designed a special retention offer Your task is to devise a precise, step-by-step plan for how the data science team should use MegaTelCo s vast data resources to solve the problem

3 MegaTelCo: Predicting Customer Churn What data you might use? How would they be used? How should MegaTelCo choose a set of customers to receive their offer in order to best reduce churn for a particular incentive budget?

4 Terminology Model: A simplified representation of reality crated to serve a purpose Predictive Model: A formula for estimating the unknown value of interest: the target Prediction: The formula can be mathematical, logical statement (e.g., rule), etc. Estimate an unknown value (i.e. the target) Instance / example: Represents a fact or a data point Described by a set of attributes (fields, columns, variables, or features)

5 Terminology Model induction: The creation of models from data Training data: The input data for the induction algorithm

6 Terminology

7 What is a model? A simplified * representation of reality created for a specific purpose * based on some assumptions Examples: map, prototype, Black-Scholes model, etc. Data Mining example: formula for predicting probability of customer attrition at contract expiration classification model or class-probability estimation model

8 Feature Types Numeric: anything that has some order Numbers (that mean numbers) Dates (that look like numbers ) Dimension of 1 Categorical: stuff that does not have an order Binary Text Dimension = number of possible values (-1) Food for thought: Names, Ratings, SIC

9 Dimensionality of the data? Attributes / Features Dimensionality of a dataset is the sum of the dimensions of the features The sum of the number of numeric features and ~ the number of values of categorical features

10 Common Data Mining Tasks Classification and class probability estimation How likely is this consumer to respond to our campaign? Regression How much will she use the service? Similarity Matching Can we find consumers similar to my best customers? Clustering Do my customers form natural groups?

11 Common Data Mining Tasks Co-occurrence Grouping Also known as frequent itemset mining, association rule discovery, and market-basket analysis What items are commonly purchased together? Profiling (behavior description) What does normal behavior look like? (for example, as baseline to detect fraud) Data Reduction Which latent dimensions describe the consumer taste preferences?

12 Common Data Mining Tasks Link Prediction Since John and Jane share 2 friends, should John become Jane s friend? Causal Modeling Why are my customers leaving?

13 Supervised versus Unsupervised Methods Do our customers naturally fall into different groups? No guarantee that the results are meaningful or will be useful for any particular purpose Can we find groups of customers who have particularly high likelihoods of canceling their service soon after contracts expire? A specific purpose Much more useful results (usually) Different techniques Requires data on the target The individual s label

15 Supervised Data Mining & Predictive Modeling Is there a specific, quantifiable target that we are interested in or trying to predict? Think about the decision Do we have data on this target? Do we have enough data on this target? Need a min ~500 of each type of classification Do we have relevant data prior to decision? Think timing of decision and action The result of supervised data mining is a model that predicts some quantity A model can either be used to predict or to understand

16 Subclasses of Supervised Data Mining Classification Categorical target Often binary Includes class probability estimation Regression Numeric target

17 Subclasses of Supervised Data Mining Will this customer purchase service S1 if given incentive I1? Classification problem Binary target (the customer either purchases or does not) Which service package (S1, S2, or none) will a customer likely purchase if given incentive I1? Classification problem Three-valued target How much will this customer use the service? Regression problem Numeric target Target variable: amount of usage per customer

18 Data Mining versus Use of the Model Supervised modeling: Data Data Mining Model Training data have all values specified Model in use: New data item Model prediction New data item has some value unknown (e.g., will she leave?)

19 Classical Pitfalls in DM setup The training data is NOT consistent with the use Bad sample Bad features

20 Sample: Looking under the streetlight Target Proxy I do not see if a person after seeing an ad bought the book, so lets model clicks Sample Proxy I want to run a campaign in Spain but only have data on US customers

21 Sample: Survivorship issues Lending club wants to have a model to take over the screening process that selects applications and deny those that are likely to default Data of past loans and the outcomes are provided Bad: Use the data they currently have to predict default

22 Sample: Different Sources Things go really bad if the positive and negative are treated differently Looking for drivers of diabetes: how do you assemble the training data? Bad: Go to a specialized hospital and get records from people treated for diabetes Go somewhere else to get records for healthy people

23 Summary on bad habits You are missing all the applications that were turned down already The sick people came from a very artificial subset Your target is NOT really your target No way of telling how the model will perform No way of testing either The training sample should be as similar as possible to the USE data

24 Digression on features: It is all about the timing in use! T d Decision has to be made T t Target is known Features Leakage

25 Thanks!

26 Questions?

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