Although lead scoring is an essential component of lead management, there is a lack of a
comprehensive literature review and a classification framework dedicated to it. Lead scoring …

A complexity of business dynamics often forces decision-makers to make decisions based
on subjective mental models, reflecting their experience. However, research has shown that …

In this paper, we present a method to use advance demand information (ADI), taking the
form of request for quotation (RFQ) data, in B2B sales forecasting. We apply supervised …

Understanding the role of Artificial Intelligence (AI) is crucial to contribute to sustainable
development including the most fundamental challenges of our society, such as climate …

Purpose The purpose of this paper is to address the problem of weak acceptance of
machine learning (ML) models in business. The proposed framework of top-performing ML …

Predicting the outcome of sales opportunities is a core part of successful business
management. Conventionally, undertaking this prediction has relied mostly on subjective …

Modern machine learning (ML) models are being used heavily in business domains to build
effective decision support systems. As a primary requirement, supervised ML models need …

Using time series data to predict future sales changes of products is of great significance to
every retailing company in terms of management and planning of resources. In order to find …

The objectives of this project are two-fold: 1) to use statistical modeling techniques to help a
Fortune 500 paper and packaging company codify what drives sales success and 2) to …

Purpose The purpose of this study is to explore how current trends in organization–
government regulation, authoritarian governance and digitalization acts specifically to stop …