Enterprise architecture (EA) is used as a holistic approach to keep things aligned in a company. Some emphasize the use of EA to align IT with the business, others see it broader and use it to also keep the processes aligned with the strategy. Enterprise architecture management (EAM) enables...

The customer acquisition process is generally a stressful undertaking for sales representatives. Luckily there are models that assist them in selecting the ‘right’ leads to pursue. Two factors play a role in this process: the probability of converting into a customer and the profitability...

We propose an ensemble method for kernel machines. The training data is randomly split into a number of mutually exclusive partitions defined by a row and column parameter. Each partition forms an input space and is transformed by a kernel function into a kernel matrix K. Subsequently, each K is...

The aim of cross impact analysis (CIA) is to predict the impact of a first event on a second. For organization’s strategic planning, it is helpful to identify the impacts among organization’s internal events and to compare these impacts to the corresponding impacts of external events from...

The purpose of this paper is to evaluate whether pictorial data can improve customer churn prediction and, if so, which pictures are most important. We use Random Forest and five times twofold cross-validation to analyze how much pictorial stimulus-choice data increase the AUC and top decile...

This article discusses a model designed to help sales representatives acquire customers in a business-to-business environment. Sales representatives are often overwhelmed by available information, so they use arbitrary rules to select leads to pursue. The goal of the proposed model is to...

Generalized additive models (GAMs) are a generalization of generalized linear models (GLMs) and constitute a powerful technique which has successfully proven its ability to capture nonlinear relationships between explanatory variables and a response variable in many domains. In this paper, GAMs...