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Predicting customer profitability during acquisition: Finding the optimal combination of data source and data mining technique
13 references·16 citing·46 second hop
Predicting customer profitability during acquisition: Finding the optimal combination of data source and data mining technique (2012)Predicting customer profitability during …Modeling partial customer churn: On the value of first product-category purchase sequences (2012)Modeling partial customer chu…Analyzing existing customers’ websites to improve the customer acquisition process as well as the profitability prediction in B-to-B marketing (2011)Analyzing existing customers’…Customer relationship management concepts and technologies (2009)Customer relationship managem…Improving customer attrition prediction by integrating emotions from client/company interaction emails and evaluating multiple classifiers (2008)Improving customer attrition …Forecasting and operational research: a review (2008)Forecasting and operational r…Database Marketing: Analyzing and Managing Customers (2008)Database Marketing: Analyzing…Credit scoring with macroeconomic variables using survival analysis (2008)Credit scoring with macroecon…Application of data mining techniques in customer relationship management: A literature review and classification (2008)Application of data mining te…Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models (2006)Defection Detection: Measurin…Predicting online-purchasing behaviour (2004)Predicting online-purchasing …Data mining techniques for customer relationship management (2002)Data mining techniques for cu…Knowledge management and data mining for marketing (2001)Knowledge management and data…Analytical challenges in customer acquisition (1997)Analytical challenges in cust…The relevance of lead prioritization: a B2B lead scoring model based on machine learning (2025)The relevance of lead priorit…The state of lead scoring models and their impact on sales performance (2023)The state of lead scoring mod…Identifying Application Areas for Machine Learning in the Retail Sector (2023)Identifying Application Areas…XAI for Churn Prediction in B2B Models: A Use Case in an Enterprise Software Company (2022)XAI for Churn Prediction in B…Customer Response Model in Direct Marketing: Solving the Problem of Unbalanced Dataset with a Balanced Support Vector Machine (2022)Customer Response Model in Di…Lead management optimization using data mining: A case in the telecommunications sector (2021)Lead management optimization …The role of lead management systems in inside sales performance (2019)The role of lead management s…A Classification Based Model to Assess Customer Behavior in Banking Sector (2018)A Classification Based Model …An Assessment of Data Mining Based CRM Techniques for Enhancing Profitability (2017)An Assessment of Data Mining …A customer segmentation framework for targeted marketing in telecommunication (2017)A customer segmentation frame…Data-driven innovation to capture user-experience product design: An empirical study for notebook visual aesthetics design (2016)Data-driven innovation to cap…Trends in optimization models of sales force management (2015)Trends in optimization models…Semantic weak signal tracing (2014)Semantic weak signal tracingWeak signal identification with semantic web mining (2013)Weak signal identification wi…Analyzing Website Content for Improved R&T Collaboration Planning (2013)Analyzing Website Content for…Improving Customer Churn Prediction by Data Augmentation Using Pictorial Stimulus-Choice Data (2012)Improving Customer Churn Pred…Customer satisfaction, customer retention, and market share (1993)Why Satisfied Customers Defect (1995)Consumer Decision Making in Online Shopping Environments: The Effects of Interactive Decision Aids (2000)Quantitative models for direct marketing: A review from systems perspective (2008)Modeling Consumer Purchasing Behavior in Social Shopping Communities with Clickstream Data (2011)On the platform but will they buy? 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References

  • 2008Application of data mining techniques in customer relationship management: A literature review and classification1,267 cited
  • 2001Knowledge management and data mining for marketing575 cited
  • 2006Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models574 cited
  • 2002Data mining techniques for customer relationship management508 cited
  • 2009Customer relationship management concepts and technologies440 cited
  • 2008Database Marketing: Analyzing and Managing Customers290 cited
  • 2008Forecasting and operational research: a review287 cited
  • 2004Predicting online-purchasing behaviour267 cited
  • 2008Credit scoring with macroeconomic variables using survival analysis232 cited
  • 2008Improving customer attrition prediction by integrating emotions from client/company interaction emails and evaluating multiple classifiers141 cited
  • 2012Modeling partial customer churn: On the value of first product-category purchase sequences95 cited
  • 1997Analytical challenges in customer acquisition83 cited
  • 2011Analyzing existing customers’ websites to improve the customer acquisition process as well as the profitability prediction in B-to-B marketing63 cited

Cited by

  • 2016Data-driven innovation to capture user-experience product design: An empirical study for notebook visual aesthetics design

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80 cited
  • 2019The role of lead management systems in inside sales performance62 cited
  • 2013Weak signal identification with semantic web mining52 cited
  • 2014Semantic weak signal tracing40 cited
  • 2023The state of lead scoring models and their impact on sales performance39 cited
  • 2022XAI for Churn Prediction in B2B Models: A Use Case in an Enterprise Software Company33 cited
  • 2015Trends in optimization models of sales force management23 cited
  • 2022Customer Response Model in Direct Marketing: Solving the Problem of Unbalanced Dataset with a Balanced Support Vector Machine19 cited
  • 2025The relevance of lead prioritization: a B2B lead scoring model based on machine learning17 cited
  • 2023Identifying Application Areas for Machine Learning in the Retail Sector15 cited
  • 2021Lead management optimization using data mining: A case in the telecommunications sector14 cited
  • 2018A Classification Based Model to Assess Customer Behavior in Banking Sector11 cited
  • 2017An Assessment of Data Mining Based CRM Techniques for Enhancing Profitability11 cited
  • 2017A customer segmentation framework for targeted marketing in telecommunication11 cited
  • 2012Improving Customer Churn Prediction by Data Augmentation Using Pictorial Stimulus-Choice Data7 cited
  • 2013Analyzing Website Content for Improved R&T Collaboration Planning4 cited