Costa, José Alfredo FerreiraMattozo, Teófilo Camara2014-12-172008-07-312014-12-172007-11-22MATTOZO, Teófilo Camara. Analysis of business development in telecommunication using data minig techniques. 2007. 229 f. Dissertação (Mestrado em Estratégia; Qualidade; Gestão Ambiental; Gestão da Produção e Operações) - Universidade Federal do Rio Grande do Norte, Natal, 2007.https://repositorio.ufrn.br/jspui/handle/123456789/14880Nowadays, telecommunications is one of the most dynamic and strategic areas in the world. Organizations are always seeking to find new management practices within an ever increasing competitive environment where resources are getting scarce. In this scenario, data obtained from business and corporate processes have even greater importance, although this data is not yet adequately explored. Knowledge Discovery in Databases (KDD) appears then, as an option to allow the study of complex problems in different areas of management. This work proposes both a systematization of KDD activities using concepts from different methodologies, such as CRISP-DM, SEMMA and FAYYAD approaches and a study concerning the viability of multivariate regression analysis models to explain corporative telecommunications sales using performance indicators. Thus, statistical methods were outlined to analyze the effects of such indicators on the behavior of business productivity. According to business and standard statistical analysis, equations were defined and fit to their respective determination coefficients. Tests of hypotheses were also conducted on parameters with the purpose of validating the regression models. The results show that there is a relationship between these development indicators and the amount of salesapplication/pdfAcesso AbertoIndicadores de DesempenhoDescoberta de Conhecimento em Bases de DadosGestão de Negócios em TelecomunicaçõesSistema de Apoio à DecisãoPerformance IndicatorsKnowledge Discovery in DatabaseBusiness Management in TelecommunicationDecision Support SystemsmasterThesisCNPQ::ENGENHARIAS::ENGENHARIA DE PRODUCAO