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 … predictive sales analytics (PSA) applications support sales employees' job performance. In particular, the PSAA model …