Operations research improves sales force productivity at IBM

Interfaces

Volumn 40, Issue 1, 2010, Pages 33-46

  Lawrence, Rick ^a   Perlich, Claudia ^a   Rosset, Saharon ^a   Khabibrakhmanov, Ildar ^a   Mahatma, Shilpa ^a   Weiss, Sholom ^a   Callahan, Matt ^b   Collins, Matt ^b   Ershov, Alexey ^b   Kumar, Shiva ^b  

^a IBM T J WATSON RESEARCH CENTER   (United States)

^b IBM   (United States)

Author keywords

Buyer behavior; Customer relationship management; Customer targeting; Data mining; Wallet estimation

Indexed keywords

EID: 76949091122     PISSN: 00922102     EISSN: 1526551X     Source Type: Journal    
DOI: 10.1287/inte.1090.0468     Document Type: Article

References (13)

1. Berry, M. J. A., G. S. Linoff. 2004. Data Mining Techniques: For Marketing, Sales, and Customer Relationship Management. John Wiley & Sons, Hoboken, NJ.
2. Breiman, L., J. H. Freidman, C. J. Stone, R. A. Olshen. 1984. Classification and Regression Trees. Wadsworth International Group, Belmont, CA.
3. Hastie, T., R. Tibshirani, J. H. Friedman. 2009. The Elements of Statistical Learning: Data Mining, Inference, and Prediction, 2nd ed. Springer, New York.
4. Koenker, R. 2005. Quantile Regression. Cambridge, Cambridge University Press, Cambridge, UK.
5. Langford, J., R. Oliveira, B. Zadrozny. 2006. Predicting conditional quantiles via reduction to classification. Retrieved June 29, 2009, http://hunch.net/~jl/projects/reductions/median/median-uai.pdf.
6. Lawrence, R., C. Perlich, S. Rosset, J. Arroyo, M. Callahan, J. M. Collin, A. Ershov et al. 2007. Analytics-driven solutions for customer targeting and sales-force allocation. IBM Systems J. 46(4) 797-816.
7. Ledingham, D., M. Kovac, H. L. Simon. 2006. The new science of sales force productivity. Harvard Bus. Rev. (September) 124-133.
8. Merugu, S., S. Rosset, C. Perlich. 2006. A new multi-view regression approach with an application to customer wallet estimation. Proc. 12th SIGKDD Internat. Conf. Knowledge Discovery Data Mining, Philadelphia, ACM, New York.
9. Morgan, A. J., S. A. Inks. 2001. Technology and the sales force: Increasing acceptance of sales force automation. Indust. Marketing Management 30(5) 463-472.
10. Perlich, C., S. Rosset, B. Zadrozny. 2006. Quantile modeling for marketing. Proc. 12th SIGKDD Internat. Conf. Knowledge Discovery Data Mining, Philadelphia, ACM, New York.
11. Rosset, S., R. Lawrence. 2006. Data-enhanced predictive modeling for sales targeting. SIAM Conf. Data Mining, Bethesda, MD, SIAM, Philadelphia.
12. Speier, C., V. Venkatesh. 2002. The hidden minefields in the adoption of sales force automation technologies. J. Marketing 66(3) 98-111.
13. Zikmund, W. G., R. McLeod, F. W. Gilbert. 2002. Customer Relationship Management: Integrating Marketing Strategy and Information Technology. John Wiley & Sons, Hoboken, NJ.