Analyzing existing customers' websites to improve the customer acquisition process as well as the profitability prediction in B-to-B marketing

Expert Systems with Applications

Volumn 39, Issue 3, 2012, Pages 2597-2605

  Thorleuchter, Dirk ^a   Van Den Poel, Dirk ^b   Prinzie, Anita ^b  

^a FRAUNHOFER INT   (Germany)

^b GHENT UNIVERSITY   (Belgium)

Author keywords

Acquisition; B to B marketing; SVD; Text mining; Web mining

Indexed keywords

ACQUISITION; ACQUISITION PROCESS; ACQUISITION TARGETS; ADDRESS LISTS; B-TO-B MARKETING; BUSINESS CUSTOMERS; BUSINESS TO BUSINESS; COMPETITIVE ADVANTAGE; CONVERSION RATES; CUSTOMER ACQUISITION; LATENT SEMANTICS; PREDICTIVE ANALYTICS; PROFITABLE CUSTOMER; REGRESSION MODEL; TEXT MINING; TEXTUAL INFORMATION; WEB MINING;

COMPETITION; FORECASTING; MERGERS AND ACQUISITIONS; PROFITABILITY; REGRESSION ANALYSIS; SALES; SEMANTICS; USER INTERFACES;

CUSTOMER SATISFACTION;

EID: 84864935139     PISSN: 09574174     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.eswa.2011.08.115     Document Type: Article

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