Analyzing sales proposal rejections via machine learning-Reference-Cited by-同舟云学术

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Analyzing sales proposal rejections via machine learning

Published:2022-06-03 Issue:1 Volume:43 Page:24-45
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Nguyen Peter¹,Friend Scott B.¹,Chase Kevin S.²,Johnson Jeff S.³

Affiliation:

1. Farmer School of Business, Miami University, 800 E. High Street, Oxford, 45056, OH, USA

2. Carson College of Business, Washington State University, 300 NE College Ave, Pullman, 99163, WA, USA

3. Henry W. Bloch School of Management, University of Missouri – Kansas City, 5110 Cherry Street, Kansas City, 64110, MO, USA

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2022.2067554

Reference118 articles.

1. The outcome of company and account manager relationship quality on loyalty, relationship value and performance

2. Combining value and price to make purchase decisions in business markets

3. The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships

4. Unstructured data in marketing

5. Process heuristics in organizational buying: Starting to fill a gap

Cited by 6 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. Enactment of Sales Forecasting Application using Artificial Intelligence Techniques;2024 Second International Conference on Data Science and Information System (ICDSIS);2024-05-17

2. AI in sales: Laying the foundations for future research;Journal of Personal Selling & Sales Management;2024-04-02

3. Artificial intelligence in interactive marketing: a conceptual framework and research agenda;Journal of Research in Interactive Marketing;2023-07-26

4. Starting conversations with new customers: a research note on the moderating effect of experience on responses to small talk;Journal of Personal Selling & Sales Management;2022-10-28

5. Using the power of machine learning in sales research: process and potential;Journal of Personal Selling & Sales Management;2022-10-28

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