相关论文: Do CRM Systems Cause One-to-One Marketing Effectiv…

A common sales strategy involves having account executives (AEs) actively reach out and contact potential customers. However, not all contact attempts have a positive effect: some attempts do not change customer decisions, while others…

This research paper investigates the influence of industry on electronic customer relationship management (e-CRM) performance. A case study approach with two cases was applied to evaluate the influence of e-CRM on customer behavioral and…

User marketing is a key focus of consumer-based internet companies. Learning algorithms are effective to optimize marketing campaigns which increase user engagement, and facilitates cross-marketing to related products. By attracting users…

Propensity score methods were proposed by Rosenbaum and Rubin [Biometrika 70 (1983) 41--55] as central tools to help assess the causal effects of interventions. Since their introduction more than two decades ago, they have found wide…

Contact centers are crucial in shaping customer experience, especially in industries like airlines where they significantly influence brand perception and satisfaction. Despite their importance, the effect of contact center improvements on…

Customer Relationship Management (CRM) is a key element of modern marketing strategies. One of the most practical way to build useful knowledge on customers in a CRM system to produce scores to forecast churn behavior, propensity to…

We apply causal machine learning algorithms to assess the causal effect of a marketing intervention, namely a coupon campaign, on the sales of a retailer. Besides assessing the average impacts of different types of coupons, we also…

When we plan to use money as an incentive to change the behavior of a person (such as making riders to deliver more orders or making consumers to buy more items), the common approach of this problem is to adopt a two-stage framework in…

Classification is a well-studied machine learning task which concerns the assignment of instances to a set of outcomes. Classification models support the optimization of managerial decision-making across a variety of operational business…

We consider a scenario where multiple event-based systems use a wireless network to communicate with their respective controllers. These systems use a contention resolution mechanism (CRM) to arbitrate access to the network. We present a…

Customer Relationship Management (CRM) systems are very common in large companies. However, CRM systems are not very common in Small and Medium Enterprises (SMEs). Most SMEs do not implement CRM systems due to several reasons, such as lack…

Recommender systems are important and powerful tools for various personalized services. Traditionally, these systems use data mining and machine learning techniques to make recommendations based on correlations found in the data. However,…

Evaluating the causal effect of recommendations is an important objective because the causal effect on user interactions can directly leads to an increase in sales and user engagement. To select an optimal recommendation model, it is common…

The business objectives of recommenders, such as increasing sales, are aligned with the causal effect of recommendations. Previous recommenders targeting for the causal effect employ the inverse propensity scoring (IPS) in causal inference.…

In online advertising, marketing mix modeling (MMM) is employed to predict the gross merchandise volume (GMV) of brand shops and help decision-makers to adjust the budget allocation of various advertising channels. Traditional MMM methods…

Marketing is an important mechanism to increase user engagement and improve platform revenue, and heterogeneous causal learning can help develop more effective strategies. Most decision-making problems in marketing can be formulated as…

This study investigates factors influencing employees' perceptions of the usefulness of Business Process Management Systems (BPMS) in commercial settings. It explores the roles of system dependency, system quality, and the quality of…

Of late, in order to have better acceptability among various domain, researchers have argued that machine intelligence algorithms must be able to provide explanations that humans can understand causally. This aspect, also known as…

Reciprocal recommender systems~(RRS), conducting bilateral recommendations between two involved parties, have gained increasing attention for enhancing matching efficiency. However, the majority of existing methods in the literature still…

This study tries to examine the influence of salesperson's customer orientation on customer loyalty. Customer orientation is the approach taken by a salesperson to improve customer relationship and increase sales. Many organizations prefer…