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Business Analytics for Sales Pipeline Management in the Software Industry: A Machine Learning Perspective
16 references·1 citing·50 second hop
Business Analytics for Sales Pipeline Management in the Software Industry: A Machine Learning Perspective (2019)Business Analytics for Sales Pipeline Man…The impact of big data analytics on firms’ high value business performance (2016)The impact of big data analyt…How to improve firm performance using big data analytics capability and business strategy alignment? (2016)How to improve firm performan…How the machine ‘thinks’: Understanding opacity in machine learning algorithms (2016)How the machine ‘thinks’: Und…A comparison of machine learning techniques for customer churn prediction (2015)A comparison of machine learn…Algorithmic Accountability Reporting: On the Investigation of Black Boxes (2014)Algorithmic Accountability Re…Data Science and its Relationship to Big Data and Data-Driven Decision Making (2013)Data Science and its Relation…Customer Relationship Management: Concept, Strategy, and Tools (2012)Customer Relationship Managem…Improving customer attrition prediction by integrating emotions from client/company interaction emails and evaluating multiple classifiers (2008)Improving customer attrition …Application of data mining techniques in customer relationship management: A literature review and classification (2008)Application of data mining te…A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface (2006)A Three-Stage Model of Integr…Design Science in Information Systems Research1 (2004)Design Science in Information…Design science in information systems research (2004)Design science in information…The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration (2003)The Impact of Customer Relati…Dynamic Capabilities and Strategic Management (1997)Dynamic Capabilities and Stra…Dynamic capabilities and strategic management (1997)Dynamic capabilities and stra…Design and natural science research on information technology (1995)Design and natural science re…The relevance of lead prioritization: a B2B lead scoring model based on machine learning (2025)The relevance of lead priorit…Strength in Numbers: How Does Data-Driven Decisionmaking Affect Firm Performance? 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(1964)A Three Cycle View of Design Science Research (2007)The Structure of Scientific Revolutions (2017)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Firm Resources and Sustained Competitive Advantage (1991)Firm resources and sustained competitive advantage (2004)Big data analytics capabilities: a systematic literature review and research agenda (2017)Blockchain adoption challenges in supply chain: An empirical investigation of the main drivers in India and the USA (2018)Empirical investigation of data analytics capability and organizational flexibility as complements to supply chain resilience (2019)Fairness through awareness (2012)Big Data's Disparate Impact (2014)The Relevance of Algorithms (2014)The ethics of algorithms: Mapping the debate (2016)Algorithms at Work: The New Contested Terrain of Control (2019)On the Opportunities and Risks of Foundation Models (2021)Information Systems Success: The Quest for the Dependent Variable (1992)The Structure of Scientific Revolutions (1996)The Anatomy of a Design Theory (2007)Bridging the Qualitative–Quantitative Divide: Guidelines for Conducting Mixed Methods Research in Information Systems1 (2013)Exploring the antecedents of potential absorptive capacity and its impact on innovation performance (2006)Dynamic Capabilities and Organizational Agility: Risk, Uncertainty, and Strategy in the Innovation Economy (2016)International Journal of Business and Social Science (2018)
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References

  • 1997Dynamic capabilities and strategic management34,723 cited
  • 2004Design Science in Information Systems Research110,671 cited
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  • 1995Design and natural science research on information technology3,833 cited
  • 1997Dynamic Capabilities and Strategic Management3,313 cited
  • 2016How the machine ‘thinks’: Understanding opacity in machine learning algorithms3,179 cited
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  • 2016How to improve firm performance using big data analytics capability and business strategy alignment?1,450 cited
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  • 2006

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A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface
159 cited
  • 2008Improving customer attrition prediction by integrating emotions from client/company interaction emails and evaluating multiple classifiers141 cited
  • Cited by

    • 2025The relevance of lead prioritization: a B2B lead scoring model based on machine learning17 cited