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Integrating the voice of customers through call center emails into a decision support system for churn prediction
11 references·16 citing·49 second hop
Integrating the voice of customers through call center emails into a decision support system for churn prediction (2008)Integrating the voice of customers throug…Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models (2006)Defection Detection: Measurin…CRM at a pay-TV company: Using analytical models to reduce customer attrition by targeted marketing for subscription services (2006)CRM at a pay-TV company: Usin…The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration (2003)The Impact of Customer Relati…Customer attrition analysis for financial services using proportional hazard models (2003)Customer attrition analysis f…Customer Switching Behavior in Online Services: An Exploratory Study of the Role of Selected Attitudinal, Behavioral, and Demographic Factors (2001)Customer Switching Behavior i…Customer-driven product development through quality function deployment in the u.s. and japan (2000)Customer-driven product devel…How to make product development projects more successful by integrating Kano's model of customer satisfaction into quality function deployment (1998)How to make product developme…Determinants of Timeliness in Product Development (1994)Determinants of Timeliness in…Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach (1992)Brand Choice, Purchase Incide…Human Behaviour and the Principle of Least Effort. (1950)Human Behaviour and the Princ…Human behavior and the principle of least effort (1949)Human behavior and the princi…Leveraging unstructured call log data for customer churn prediction (2020)Leveraging unstructured call …An investigation of key performance indicators for operational excellence towards sustainability in the leather products industry (2020)An investigation of key perfo…Incorporating textual information in customer churn prediction models based on a convolutional neural network (2019)Incorporating textual informa…Technology in the 21st century: New challenges and opportunities (2018)Technology in the 21st centur…PREDICTION OF EMPLOYEE ATTRITION USING DATAMINING (2018)PREDICTION OF EMPLOYEE ATTRIT…Large-scale Ensemble Model for Customer Churn Prediction in Search Ads (2018)Large-scale Ensemble Model fo…Acceptance of text-mining systems: The signaling role of information quality (2018)Acceptance of text-mining sys…Predicting customer churn in mobile industry using data mining technology (2017)Predicting customer churn in …An approach for predicting employee churn by using data mining (2017)An approach for predicting em…Topic modelling-based decision framework for analysing digital voice of the customer (2016)Topic modelling-based decisio…Managing B2B customer churn, retention and profitability (2014)Managing B2B customer churn, …Data accuracy's impact on segmentation performance: Benchmarking RFM analysis, logistic regression, and decision trees (2012)Data accuracy's impact on seg…A hierarchical multiple kernel support vector machine for customer churn prediction using longitudinal behavioral data (2012)A hierarchical multiple kerne…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’…An empirical evaluation of rotation-based ensemble classifiers for customer churn prediction (2011)An empirical evaluation of ro…A compared R&D-based and patent-based cross impact analysis for identifying relationships between technologies (2010)A compared R&D-based and pate…Marketing Research: Methodological Foundations (1977)Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. (1988)The Customer Relationship Management Process: Its Measurement and Impact on Performance (2004)A Novel Profit Maximizing Metric for Measuring Classification Performance of Customer Churn Prediction Models (2012)A comparative analysis of data preparation algorithms for customer churn prediction: A case study in the telecommunication industry (2016)Customer churn prediction in the telecommunication sector using a rough set approach (2016)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Customer Switching Behavior in Service Industries: An Exploratory Study (1995)The Behavioral Consequences of Service Quality (1996)Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting (2004)Churn prediction in subscription services: An application of support vector machines while comparing two parameter-selection techniques (2006)Building comprehensible customer churn prediction models with advanced rule induction techniques (2010)A Logit Model of Brand Choice Calibrated on Scanner Data (1983)Limited-dependent and qualitative variables in econometrics (1983)Discrete Choice Analysis (1985)Consumer price sensitivity and price thresholds14 14Sangman Han is Associate Professor, School of Business Administration Sungkyunkwan University, 53 3-ga, Myongnyun-dong, Chongno-gu, Seoul (phone: 82-2-760-0456, email: smhan@yurim.skku.ac.kr). Sunil Gupta is Meyer Feldberg Professor of Business (phone: 212-854-3467, email: sg37@columbia.edu) and Donald R. Lehmann is George E. Warren Professor (phone: 212-854-3465, email: drl2@columbia.edu), both at the Graduate School of Business, Columbia University, New York, NY 10027. All correspondence should be directed to Sunil Gupta. (2001)The Effectiveness of Customized Promotions in Online and Offline Stores (2009)Estimating Primary Demand for Substitutable Products from Sales Transaction Data (2012)New Products: What Separates Winners from Losers? (1987)Benchmarking the Firm's Critical Success Factors in New Product Development (1995)Organizational Market Information Processes: Cultural Antecedents and New Product Outcomes (1995)Innovation Speed: A Conceptual Model of Context, Antecedents, and Outcomes (1996)Winning at new products : accelerating the process from idea to launch (2001)The Commitment-Trust Theory of Relationship Marketing (1994)On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development (2003)Measuring Marketing Productivity: Current Knowledge and Future Directions (2004)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Estimating Nonresponse Bias in Mail Surveys (1977)Measuring Service Quality: A Reexamination and Extension (1992)A Longitudinal Analysis of Customer Satisfaction and Share of Wallet: Investigating the Moderating Effect of Customer Characteristics (2006)Perceived value, transaction cost, and repurchase-intention in online shopping: A relational exchange perspective (2012)The role of digital influencers in brand recommendation: Examining their impact on engagement, expected value and purchase intention (2019)Attractive Quality and Must-Be Quality (1984)The House of Quality (1988)The Voice of the Customer (1993)Quality function deployment: A literature review (2002)The asymmetric relationship between attribute-level performance and overall customer satisfaction: a reconsideration of the importance–performance analysis (2003)How does corporate social responsibility contribute to firm financial performance? The mediating role of competitive advantage, reputation, and customer satisfaction (2014)Handling class imbalance in customer churn prediction (2008)Managing Customer Relationships in the Social Media Era: Introducing the Social CRM House (2013)A new hybrid classification algorithm for customer churn prediction based on logistic regression and decision trees (2018)Birds of a Feather: Homophily in Social Networks (2001)Zipf Distribution of U.S. Firm Sizes (2001)Power laws, Pareto distributions and Zipf's law (2005)Zipf's Law for cities: a cross-country investigation (2005)Human language as a culturally transmitted replicator (2009)Temporal Patterns of Happiness and Information in a Global Social Network: Hedonometrics and Twitter (2011)
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References

  • 1949Human behavior and the principle of least effort6,562 cited
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  • 2003The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration1,163 cited
  • 1998How to make product development projects more successful by integrating Kano's model of customer satisfaction into quality function deployment1,134 cited
  • 2006Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models574 cited
  • 2001Customer Switching Behavior in Online Services: An Exploratory Study of the Role of Selected Attitudinal, Behavioral, and Demographic Factors527 cited
  • 1994Determinants of Timeliness in Product Development501 cited
  • 2003Customer attrition analysis for financial services using proportional hazard models430 cited
  • 1992Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach336 cited
  • 2006CRM at a pay-TV company: Using analytical models to reduce customer attrition by targeted marketing for subscription services241 cited
  • 2000Customer-driven product development through quality function deployment in the u.s. and japan222 cited

Cited by

  • 2019Incorporating textual information in customer churn prediction models based on a convolutional neural network149 cited
  • 2012A hierarchical multiple kernel support vector machine for customer churn prediction using longitudinal behavioral data

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146 cited
  • 2011An empirical evaluation of rotation-based ensemble classifiers for customer churn prediction132 cited
  • 2014Managing B2B customer churn, retention and profitability122 cited
  • 2020Leveraging unstructured call log data for customer churn prediction110 cited
  • 2020An investigation of key performance indicators for operational excellence towards sustainability in the leather products industry88 cited
  • 2012Data accuracy's impact on segmentation performance: Benchmarking RFM analysis, logistic regression, and decision trees85 cited
  • 2018Acceptance of text-mining systems: The signaling role of information quality83 cited
  • 2018Technology in the 21st century: New challenges and opportunities73 cited
  • 2017An approach for predicting employee churn by using data mining70 cited
  • 2011Analyzing existing customers’ websites to improve the customer acquisition process as well as the profitability prediction in B-to-B marketing63 cited
  • 2017Predicting customer churn in mobile industry using data mining technology62 cited
  • 2010A compared R&D-based and patent-based cross impact analysis for identifying relationships between technologies58 cited
  • 2018PREDICTION OF EMPLOYEE ATTRITION USING DATAMINING56 cited
  • 2018Large-scale Ensemble Model for Customer Churn Prediction in Search Ads52 cited
  • 2016Topic modelling-based decision framework for analysing digital voice of the customer47 cited