<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>2306-9155</journal-id>
<journal-title><![CDATA[Retos de la Dirección]]></journal-title>
<abbrev-journal-title><![CDATA[Rev retos]]></abbrev-journal-title>
<issn>2306-9155</issn>
<publisher>
<publisher-name><![CDATA[Centro de Estudios de Dirección Empresarial Territorial de la Universidad de Camagüey Ignacio Agramonte Loynaz]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S2306-91552022000100178</article-id>
<title-group>
<article-title xml:lang="es"><![CDATA[Empleo de algoritmos KNN en metodología multicriterio para la clasificación de clientes, como sustento de la planeación agregada]]></article-title>
<article-title xml:lang="en"><![CDATA[Multi-Criteria KNN Algorithms for Customer Classification as the Base of Aggregate Planning]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Madariaga Fernández]]></surname>
<given-names><![CDATA[Carlos Jesús]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Lao León]]></surname>
<given-names><![CDATA[Yosvani Orlando]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Curra Sosa]]></surname>
<given-names><![CDATA[Dagnier Antonio]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Lorenzo Martín]]></surname>
<given-names><![CDATA[Rafael]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,Universidad de Holguín Departamento de Desarrollo de Sistemas ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Cuba</country>
</aff>
<aff id="Af2">
<institution><![CDATA[,Universidad de Holguín Facultad de Ciencias Empresariales ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Cuba</country>
</aff>
<aff id="Af3">
<institution><![CDATA[,Universidad de Holguín Facultad de Ingeniería ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Cuba</country>
</aff>
<aff id="Af4">
<institution><![CDATA[,Universidad de Holguín Dirección de Ciencia, Tecnología e innovación ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Cuba</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>04</month>
<year>2022</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>04</month>
<year>2022</year>
</pub-date>
<volume>16</volume>
<numero>1</numero>
<fpage>178</fpage>
<lpage>198</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://scielo.sld.cu/scielo.php?script=sci_arttext&amp;pid=S2306-91552022000100178&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://scielo.sld.cu/scielo.php?script=sci_abstract&amp;pid=S2306-91552022000100178&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://scielo.sld.cu/scielo.php?script=sci_pdf&amp;pid=S2306-91552022000100178&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="es"><p><![CDATA[RESUMEN  Objetivo:  Proponer una metodología multicriterio para la clasificación de clientes, considerando algoritmos KNN como sustento para la planeación agregada, a partir de una modificación al modelo RFM (recencia [o actualidad], frecuencia y monetario [valor momentario]).  Métodos y técnicas:  se mostró una metodología para clasificar los clientes atendiendo a seis variables: fidelidad con la empresa, frecuencia con que realiza sus compras, valor patrimonial de los clientes, variedad de productos que compran, cercanía física y horizonte temporal de compras.  Principales resultados:  Una escala jerárquica de variables para la clasificación de clientes; igualmente se brindó una clasificación general de clientes añadida a la clasificación de estos según las seis variables del estudio, lo que permite el análisis individualizado de su comportamiento.  Conclusiones:  La aplicación de la herramienta metodológica en la empresa ACINOX Holguín comercializadora, validó su efectividad para resolver problemas de clasificación de clientes. Como derivado de su aplicación se proporcionó a los directivos de dicha institución, un conjunto de conglomerados individuales de cada variable que sustentó la planeación agregada, facilitó la toma de decisiones y optimizó el proceso de venta desde una visión general.]]></p></abstract>
<abstract abstract-type="short" xml:lang="en"><p><![CDATA[ABSTRACT  Aim:  To propose a multi-criterion methodology for customer classification, considering the utilization of KNN algorithms as the base of aggregate planning, from an adjusted RFM model (recency [or currentness], frequency, and monetary [momentary value]).  Methods and techniques:  A methodology was used to classify customers according to six variables: faithfulness to the company, purchasing frequency, customer&#8217;s assets, variety of purchased items, physical nearness, and temporary purchasing horizon.  Main results:  A hierarchical scale of variables to classify customers was designed. A general customer classification was added to their classification according to the six variables of the study, which allowed for a customized analysis of their performance.  Conclusions:  The utilization of this methodological tool in ACINOX Holguin sales company validated its effectiveness to solve customer classification issues. Upon the application of this methodology, the executives of the institution had access to several individual clusters of each variable, which supported aggregate planning, enabled decision-making, and optimized the sales process under a general vision.]]></p></abstract>
<kwd-group>
<kwd lng="es"><![CDATA[algoritmos KNN]]></kwd>
<kwd lng="es"><![CDATA[clasificación de clientes]]></kwd>
<kwd lng="es"><![CDATA[planeación agregada]]></kwd>
<kwd lng="en"><![CDATA[KNN algorithms]]></kwd>
<kwd lng="en"><![CDATA[customer classification]]></kwd>
<kwd lng="en"><![CDATA[aggregate planning]]></kwd>
</kwd-group>
</article-meta>
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