Improving incentive policies to salespeople cross-sells: a cost-sensitive uplift modeling approach
Author:
Funder
Agencia Nacional de Investigación y Desarrollo
Publisher
Springer Science and Business Media LLC
Link
https://link.springer.com/content/pdf/10.1007/s00521-024-10051-2.pdf
Reference41 articles.
1. Becker JU, Spann M, Barrot C (2020) Impact of proactive postsales service and cross-selling activities on customer churn and service calls. J Serv Res 23(1):53–69. https://doi.org/10.1177/1094670519883347
2. Kamakura WA, Wedel M, de Rosa F, Mazzon JA (2003) Cross-selling through database marketing: a mixed data factor analyzer for data augmentation and prediction. Int J Res Mark 20(1):45–65. https://doi.org/10.1016/S0167-8116(02)00121-0
3. Borgh M, Nijssen EJ, Schepers JJ (2023) Unleash the power of the installed base: identifying cross-selling opportunities from solution offerings. Ind Mark Manage 108:122–133. https://doi.org/10.1016/j.indmarman.2022.11.010
4. Kalkan IE, Şahin C (2023) Evaluating cross-selling opportunities with recurrent neural networks on retail marketing. Neural Comput Appl 35(8):6247–6263. https://doi.org/10.1007/s00521-022-08019-1
5. Yang G, Ji G (2022) The impact of cross-selling on managing consumer returns in omnichannel operations. Omega 111:102665. https://doi.org/10.1016/j.omega.2022.102665
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