Habel, Johannes; Alavi, Sascha; Heinitz, Nicolas - In: AMS Review 13 (2023) 1, pp. 34-54
Given the pervasive ubiquity of data, sales practice is moving rapidly into an era of predictive analytics, using …, or churn probabilities. However, many sales organizations face difficulties when implementing predictive analytics … model, we integrate literature on predictive analytics and machine learning, technology adoption, and marketing capabilities …