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Uplift modeling and its implications for B2B customer churn prediction : a segmentation-based modeling approach
Caigny, Arno de; Coussement, Kristof; Verbeke, Wouter; … - In: Industrial marketing management : the international … 99 (2021), pp. 28-39
Persistent link: https://www.econbiz.de/10013206384
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Proactive customer retention management in a non-contractual B2B setting based on churn prediction with random forests
Gattermann-Itschert, Theresa; Thonemann, Ulrich - In: Industrial marketing management : the international … 107 (2022), pp. 134-147
Persistent link: https://www.econbiz.de/10014230262
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Developing customised CRM projects : the role of industry norms, organisational context and customer expectations on CRM implementation
Steel, Marion; Dubelaar, Chris; Ewing, Michael - In: Industrial marketing management : the international … 42 (2013) 8, pp. 1328-1344
Persistent link: https://www.econbiz.de/10010227746
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Developing a model of reciprocity in the importer-exporter relationship : the relative efficacy of economic versus social factors
Lee, Dong-Jin; Jeong, Insik; Lee, Hyoung Tark; Sung, Hye Jin - In: Industrial marketing management : the international … 37 (2008) 1, pp. 9-22
Persistent link: https://www.econbiz.de/10003650391
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Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products
Skarmeas, Dionysis; Katsikeas, Constantine S.; … - In: Industrial marketing management : the international … 37 (2008) 1, pp. 23-36
Persistent link: https://www.econbiz.de/10003650400
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Outsourcing the sales process : hiring a mercenery sales force
Rapp, Adam - In: Industrial marketing management : the international … 38 (2009) 4, pp. 411-418
Persistent link: https://www.econbiz.de/10003865356
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The use of influence strategies in interdependent relationship : the moderating role of shared norms and values
Lai, Chi-Shiun - In: Industrial marketing management : the international … 38 (2009) 4, pp. 426-432
Persistent link: https://www.econbiz.de/10003865359
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Linking account portfolio management to customer information : using customer satisfaction metrics for portfolio analysis
Gök, Osman - In: Industrial marketing management : the international … 38 (2009) 4, pp. 433-439
Persistent link: https://www.econbiz.de/10003865360
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Antecedents and consequences of commitment in marketing research services: the client's perspective
Cater, Barbara; Zabkar, Vesna - In: Industrial marketing management : the international … 38 (2009) 7, pp. 785-797
Persistent link: https://www.econbiz.de/10003893190
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Outcomes of service encounter quality in a business-to-business context
Jayawardhena, Chanaka; Souchon, Anne L.; Farrell, Andrew M. - In: Industrial marketing management : the international … 36 (2007) 5, pp. 575-588
Persistent link: https://www.econbiz.de/10003483551