{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,5,21]],"date-time":"2026-05-21T04:28:41Z","timestamp":1779337721534,"version":"3.51.4"},"reference-count":75,"publisher":"Springer Science and Business Media LLC","issue":"1","license":[{"start":{"date-parts":[[2023,2,1]],"date-time":"2023-02-01T00:00:00Z","timestamp":1675209600000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.springernature.com\/gp\/researchers\/text-and-data-mining"},{"start":{"date-parts":[[2023,2,1]],"date-time":"2023-02-01T00:00:00Z","timestamp":1675209600000},"content-version":"vor","delay-in-days":0,"URL":"https:\/\/www.springernature.com\/gp\/researchers\/text-and-data-mining"}],"funder":[{"DOI":"10.13039\/501100004489","name":"mitacs","doi-asserted-by":"publisher","award":["mitacs"],"award-info":[{"award-number":["mitacs"]}],"id":[{"id":"10.13039\/501100004489","id-type":"DOI","asserted-by":"publisher"}]}],"content-domain":{"domain":["link.springer.com"],"crossmark-restriction":false},"short-container-title":["Inf Technol Manag"],"published-print":{"date-parts":[[2024,3]]},"DOI":"10.1007\/s10799-023-00388-w","type":"journal-article","created":{"date-parts":[[2023,2,1]],"date-time":"2023-02-01T16:05:46Z","timestamp":1675267546000},"page":"69-98","update-policy":"https:\/\/doi.org\/10.1007\/springer_crossmark_policy","source":"Crossref","is-referenced-by-count":27,"title":["The state of lead scoring models and their impact on sales performance"],"prefix":"10.1007","volume":"25","author":[{"ORCID":"https:\/\/orcid.org\/0000-0001-7286-8755","authenticated-orcid":false,"given":"Migao","family":"Wu","sequence":"first","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Pavel","family":"Andreev","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Morad","family":"Benyoucef","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"297","published-online":{"date-parts":[[2023,2,1]]},"reference":[{"key":"388_CR1","doi-asserted-by":"crossref","unstructured":"Aggour KS, Hoogs B (2013) Financing lead triggers: empowering sales reps through knowledge discovery and fusion. Proceedings of the 19th ACM SIGKDD International Conference on Knowledge Discovery and Data Mining pp. 1141-1149","DOI":"10.1145\/2487575.2488190"},{"key":"388_CR2","first-page":"455","volume":"2","author":"SR Ahmed","year":"2004","unstructured":"Ahmed SR (2004) Applications of data mining in retail business. Inform Technol: Coding and Comput 2:455\u2013459","journal-title":"Inform Technol: Coding and Comput"},{"key":"388_CR3","doi-asserted-by":"crossref","unstructured":"Badampudi D, Wohlin C, Petersen K (2015) Experiences from using snowballing and database searches in systematic literature studies. Proceedings of the 19th International Conference on Evaluation and Assessment in Software Engineering pp. 1-10","DOI":"10.1145\/2745802.2745818"},{"issue":"15","key":"388_CR4","doi-asserted-by":"publisher","first-page":"12105","DOI":"10.1016\/j.eswa.2012.04.008","volume":"39","author":"P Baecke","year":"2012","unstructured":"Baecke P, Van Den Poel D (2012) Including spatial interdependence in customer acquisition models: A cross-category comparison. Expert Syst Appl 39(15):12105\u201312113","journal-title":"Expert Syst Appl"},{"issue":"1","key":"388_CR5","doi-asserted-by":"publisher","first-page":"73","DOI":"10.1007\/s10844-012-0225-4","volume":"41","author":"P Baecke","year":"2013","unstructured":"Baecke P, Van Den Poel D (2013) Improving customer acquisition models by incorporating spatial autocorrelation at different levels of granularity. J Intell Inform Syst 41(1):73\u201390","journal-title":"J Intell Inform Syst"},{"key":"388_CR6","doi-asserted-by":"crossref","unstructured":"Ba\u015farslan MS, Argun \u0130D (2020) Prediction of potential bank customers: application on Data Mining. Artificial Intelligence and Applied Mathematics in Engineering Problems pp. 96-106","DOI":"10.1007\/978-3-030-36178-5_9"},{"key":"388_CR7","doi-asserted-by":"crossref","unstructured":"Benhaddou Y, Leray P (2017) Customer relationship management and small data-application of bayesian network elicitation techniques for building a lead scoring model. 2017 IEEE\/ACS 14th International Conference on Computational Science and Its Applications pp. 251-255","DOI":"10.1109\/AICCSA.2017.51"},{"issue":"4","key":"388_CR8","doi-asserted-by":"publisher","first-page":"77","DOI":"10.1145\/2133806.2133826","volume":"55","author":"DM Blei","year":"2012","unstructured":"Blei DM (2012) Probabilistic topic models. Commun ACM 55(4):77\u201384","journal-title":"Commun ACM"},{"key":"388_CR9","doi-asserted-by":"crossref","unstructured":"Bohanec M, Bor\u0161tnar MK, Robnik-\u0160ikonja M (2016) Integration of machine learning insights into organizational learning: a case of B2B sales forecasting. Lecture Notes in Information Systems and Organisation pp. 71-85","DOI":"10.1007\/978-3-319-38974-5_7"},{"key":"388_CR10","doi-asserted-by":"publisher","first-page":"416","DOI":"10.1016\/j.eswa.2016.11.010","volume":"71","author":"M Bohanec","year":"2017","unstructured":"Bohanec M, Bortnar MK, Robnik-ikonja M (2017) Explaining machine learning models in sales predictions. Expert Syst Appl 71:416\u2013428","journal-title":"Expert Syst Appl"},{"key":"388_CR11","unstructured":"Boogar L (2019) The three stages of lead scoring: Lambs, Ducks & Kudus. The MadKudu Blog post. https:\/\/blog.madkudu.com\/three-stages-of-lead-scoring\/. Accessed 28 June 2019"},{"key":"388_CR12","doi-asserted-by":"crossref","unstructured":"Brings J, Daun M, Kempe M, Weyer T (2018) On different search methods for systematic literature reviews and maps: experiences from a literature search on validation and verification of emergent behavior. Proceedings of the 22nd International Conference on Evaluation and Assessment in Software Engineering pp. 35-45","DOI":"10.1145\/3210459.3210463"},{"key":"388_CR13","unstructured":"Brown G (2009) How real-time online sales lead scoring drives a competitive edge. Bloor Research White Paper No.1021. https:\/\/www.yumpu.com\/en\/document\/read\/18066356\/real-time-lead-scoring-by-analyst-firm-bloor-research-ebureau\/. Accessed 05 June 2021"},{"key":"388_CR14","unstructured":"Carroll B (2006) What \u2019s a Lead? Target Marketing, Philadelphia 29(11)"},{"key":"388_CR15","doi-asserted-by":"crossref","unstructured":"Chorianopoulos A (2016) Effective CRM using predictive analytics. John Wiley & Sons Ltd, United Kingdom","DOI":"10.1002\/9781119011583"},{"issue":"2","key":"388_CR16","doi-asserted-by":"publisher","first-page":"62","DOI":"10.1002\/dir.20005","volume":"18","author":"JM Coe","year":"2004","unstructured":"Coe JM (2004) The integration of direct marketing and field sales to form a new B2B sales coverage model. J Interact Mark 18(2):62\u201374","journal-title":"J Interact Mark"},{"issue":"4","key":"388_CR17","doi-asserted-by":"publisher","first-page":"544","DOI":"10.1016\/j.indmarman.2013.03.006","volume":"42","author":"J D\u2019Haen","year":"2013","unstructured":"D\u2019Haen J, Van den Poel D (2013) Model-supported business-to-business prospect prediction based on an iterative customer acquisition framework. Ind Mark Manage 42(4):544\u2013551","journal-title":"Ind Mark Manage"},{"issue":"6","key":"388_CR18","doi-asserted-by":"publisher","first-page":"2007","DOI":"10.1016\/j.eswa.2012.10.023","volume":"40","author":"J D\u2019Haen","year":"2013","unstructured":"D\u2019Haen J, Van den Poel D, Thorleuchter D (2013) Predicting customer profitability during acquisition: Finding the optimal combination of data source and data mining technique. Expert Syst Appl 40(6):2007\u20132012","journal-title":"Expert Syst Appl"},{"key":"388_CR19","doi-asserted-by":"publisher","first-page":"69","DOI":"10.1016\/j.dss.2015.12.002","volume":"82","author":"J D\u2019Haen","year":"2016","unstructured":"D\u2019Haen J, Van den Poel D, Thorleuchter D, Benoit DF (2016) Integrating expert knowledge and multilingual web crawling data in a lead qualification system. Decis Support Syst 82:69\u201378","journal-title":"Decis Support Syst"},{"key":"388_CR20","doi-asserted-by":"crossref","unstructured":"Duncan B, Elkan C (2015) Probabilistic modeling of a sales funnel to prioritize leads. Proceedings of the ACM SIGKDD International Conference on Knowledge Discovery and Data Mining 1751-1758","DOI":"10.1145\/2783258.2788578"},{"key":"388_CR21","doi-asserted-by":"crossref","unstructured":"Eitle V, Buxmann P (2019) Business analytics for sales pipeline management in the software industry: a machine learning perspective. Proceedings of the 52nd Hawaii International Conference on System Sciences pp. 1013-1022","DOI":"10.24251\/HICSS.2019.125"},{"key":"388_CR22","doi-asserted-by":"crossref","unstructured":"Espadinha-Cruz P, Fernandes A, Grilo A (2021) Lead management optimization using data mining: a case in the telecommunications sector. Computers and Industrial Engineering p. 154","DOI":"10.1016\/j.cie.2021.107122"},{"key":"388_CR23","doi-asserted-by":"crossref","unstructured":"Gokhale P, Joshi P (2018) A binary classification approach to lead identification and qualification. Communications in Computer and Information Science pp. 279-291","DOI":"10.1007\/978-981-13-1423-0_30"},{"issue":"11","key":"388_CR24","first-page":"22","volume":"85","author":"T Grandy","year":"2005","unstructured":"Grandy T (2005) What is a qualified sales lead. Reeves J: Plumbing, Heating, Cool 85(11):22\u201323","journal-title":"Reeves J: Plumbing, Heating, Cool"},{"key":"388_CR25","unstructured":"Hasselwander A (2006) B2B Pipeline Management. B2B Marketing Confidential. http:\/\/b2bmarketingconfidential.blogspot.com\/2006\/11\/. Accessed 11 June 2021"},{"key":"388_CR26","first-page":"22","volume":"157","author":"S Hornstein","year":"2005","unstructured":"Hornstein S (2005) Sizing up prospects. Sales & Market Manag 157:22","journal-title":"Sales & Market Manag"},{"issue":"4","key":"388_CR27","doi-asserted-by":"publisher","first-page":"417","DOI":"10.1504\/IJSS.2006.010473","volume":"2","author":"JL Hou","year":"2006","unstructured":"Hou JL, Yang ST (2006) A critical customer identification model for technology and service providers. Int J Services and Standards 2(4):417\u2013436","journal-title":"Int J Services and Standards"},{"key":"388_CR28","doi-asserted-by":"publisher","first-page":"164","DOI":"10.1016\/j.indmarman.2015.07.002","volume":"54","author":"J J\u00e4rvinen","year":"2016","unstructured":"J\u00e4rvinen J, Taiminen H (2016) Harnessing marketing automation for B2B content marketing. Ind Mark Manage 54:164\u2013175","journal-title":"Ind Mark Manage"},{"key":"388_CR29","unstructured":"Jaskaran (2018) Predictive Lead Scoring: Why, How & Where. Inbound Mantra. https:\/\/inboundmantra.com\/blog\/predictive-lead-scoring-why-how-where. Accessed 26 Nov 2019"},{"key":"388_CR30","doi-asserted-by":"crossref","unstructured":"Kasturi G, Ezzour AJ, Berezin H, Bhanavase S, Preizler R, Hauon E, Nir O, Ronen R (2021) Generic automated lead ranking in dynamics CRM. RecSys 2021 - 15th ACM Conference on Recommender Systems 757-759","DOI":"10.1145\/3460231.3478880"},{"issue":"2","key":"388_CR31","first-page":"139","volume":"19","author":"A Kazemi","year":"2015","unstructured":"Kazemi A, Babaei ME, Javad MOM (2015) A data mining approach for turning potential customers into real ones in basket purchase analysis. Int J Bus Inform Syst 19(2):139\u2013158","journal-title":"Int J Bus Inform Syst"},{"issue":"2","key":"388_CR32","doi-asserted-by":"publisher","first-page":"264","DOI":"10.1287\/mnsc.1040.0296","volume":"51","author":"Y Kim","year":"2005","unstructured":"Kim Y, Street WN, Russell GJ, Menczer F (2005) Customer targeting: a neural network approach guided by genetic algorithms. Manage Sci 51(2):264\u2013276","journal-title":"Manage Sci"},{"key":"388_CR33","doi-asserted-by":"crossref","unstructured":"Kulkarni T, Mokadam P, Bhat J, Devadkar K (2020) Potential customer classification in customer relationship management using Fuzzy Logic. Innovative Data Communication Technologies and Application 67-75","DOI":"10.1007\/978-3-030-38040-3_7"},{"key":"388_CR34","unstructured":"Kitchenham B (2004) Procedures for performing systematic reviews. Technical Report, Keele University and NICTA, Staffordshire, UK 33:1\u201326"},{"key":"388_CR35","doi-asserted-by":"crossref","unstructured":"Lamrhari S, Ghazi HE, Oubrich M, Faker AE (2022) A social CRM analytic framework for improving customer retention, acquisition, and conversion. Technological Forecasting and Social Change p. 174","DOI":"10.1016\/j.techfore.2021.121275"},{"issue":"4","key":"388_CR36","doi-asserted-by":"publisher","first-page":"65","DOI":"10.7326\/0003-4819-151-4-200908180-00136","volume":"151","author":"A Liberati","year":"2009","unstructured":"Liberati A (2009) The PRISMA statement for reporting systematic reviews and meta-analyses of studies that evaluate health care interventions: explanation and elaboration. Ann Intern Med 151(4):65\u201394","journal-title":"Ann Intern Med"},{"key":"388_CR37","unstructured":"Lindahl E (2017) A qualitative examination of lead scoring in B2B marketing automation, with a recommendation for its practice. Research Project, KTH Vetenskap Och Konst"},{"key":"388_CR38","doi-asserted-by":"publisher","first-page":"04003","DOI":"10.1051\/matecconf\/201925504003","volume":"255","author":"CC Luk","year":"2019","unstructured":"Luk CC, Choy KL, Lam HY (2019) Design of an intelligent customer identification model in e- commerce logistics industry. MATEC Web of Conf 255:04003","journal-title":"MATEC Web of Conf"},{"key":"388_CR39","unstructured":"McDonnell D (2014) The Evolution From Traditional To Predictive Lead Scoring. Demand Gen Report. https:\/\/www.demandgenreport.com\/industry-resources\/ebooks\/2892-the-evolution-from-traditional-to-predictive-lead-scoring. Accessed 23 Feb 2019"},{"key":"388_CR40","first-page":"713","volume":"2016","author":"A Megahed","year":"2016","unstructured":"Megahed A, Yin P, Nezhad HR (2016) An optimization approach to services sales forecasting in a multi-staged sales pipeline. IEEE Int Conf Services Comput (SCC) 2016:713\u2013719","journal-title":"IEEE Int Conf Services Comput (SCC)"},{"key":"388_CR41","doi-asserted-by":"publisher","first-page":"26","DOI":"10.1016\/j.dss.2017.09.010","volume":"104","author":"M Meire","year":"2017","unstructured":"Meire M, Ballings M, Van den Poel D (2017) The added value of social media data in B2B customer acquisition systems: a real-life experiment. Decis Support Syst 104:26\u201337","journal-title":"Decis Support Syst"},{"key":"388_CR42","unstructured":"Michiels I (2008) Lead Prioritization and Scoring: The Path to Higher Conversion. Aberdeen Group. https:\/\/silo.tips\/download\/lead-prioritization-and-scoring. Accessed 25 May 2019"},{"key":"388_CR43","unstructured":"Michiels I (2009) Lead lifecycle management: building a pipeline that never leaks. Aberdeen Group, research report"},{"issue":"2","key":"388_CR44","doi-asserted-by":"publisher","first-page":"178","DOI":"10.1108\/02634501111117610","volume":"29","author":"JP Monat","year":"2011","unstructured":"Monat JP (2011) Industrial sales lead conversion modeling. Market Intell Plan 29(2):178\u2013194","journal-title":"Market Intell Plan"},{"key":"388_CR45","doi-asserted-by":"crossref","unstructured":"Mortensen S, Christison M, Li BC, Zhu AL, Venkatesan R (2019) Predicting and defining B2B sales success with machine learning. 2019 Systems and Information Engineering Design Symposium (SIEDS)","DOI":"10.1109\/SIEDS.2019.8735638"},{"issue":"2\u20132","key":"388_CR46","doi-asserted-by":"publisher","first-page":"2592","DOI":"10.1016\/j.eswa.2008.02.021","volume":"36","author":"EWT Ngai","year":"2009","unstructured":"Ngai EWT, Xiu L, Chau DCK (2009) Application of data mining techniques in customer relationship management: a literature review and classification. Expert Syst Appl 36(2\u20132):2592\u20132602","journal-title":"Expert Syst Appl"},{"key":"388_CR47","first-page":"594","volume":"2012","author":"TT Nguyen","year":"2012","unstructured":"Nguyen TT, Nguyen VLH, Nguyen PK (2012) Identifying customer characteristics by using rough set theory with a new algorithm and posterior probabilities. Fourth Int Conf Comput Inform Sci 2012:594\u2013597","journal-title":"Fourth Int Conf Comput Inform Sci"},{"key":"388_CR48","doi-asserted-by":"crossref","unstructured":"Nyg\u00e5rd R, Mezei J (2020) Automating lead scoring with machine learning: an experiemntal study. In: Proceedings of the 53rd Hawaii International Conference on System Sciences pp. 1439-1448","DOI":"10.24251\/HICSS.2020.177"},{"key":"388_CR49","doi-asserted-by":"publisher","first-page":"163","DOI":"10.1016\/j.jbusres.2019.05.018","volume":"102","author":"A Ohiomah","year":"2019","unstructured":"Ohiomah A, Andreev P, Benyoucef M, Hood D (2019) The role of lead management systems in inside sales performance. J Bus Res 102:163\u2013177","journal-title":"J Bus Res"},{"issue":"1","key":"388_CR50","first-page":"4","volume":"9","author":"A Ohiomah","year":"2016","unstructured":"Ohiomah A, Benyoucef M, Andreev P (2016) Driving inside sales performance with lead management systems: a conceptual model. J Inform Syst Appl Res 9(1):4\u201315","journal-title":"J Inform Syst Appl Res"},{"key":"388_CR51","doi-asserted-by":"publisher","first-page":"435","DOI":"10.1016\/j.indmarman.2020.08.011","volume":"90","author":"A Ohiomah","year":"2020","unstructured":"Ohiomah A, Benyoucef M, Andreev P (2020) A multidimensional perspective of business-to-business sales success: a meta-analytic review. Ind Mark Manage 90:435\u2013452","journal-title":"Ind Mark Manage"},{"issue":"2","key":"388_CR52","doi-asserted-by":"publisher","first-page":"114","DOI":"10.1111\/j.1471-1842.2009.00863.x","volume":"27","author":"D Papaioannou","year":"2010","unstructured":"Papaioannou D, Sutton A, Carroll C, Booth A, Wong R (2010) Literature searching for social science systematic reviews: consideration of a range of search techniques: Literature searching for social science systematic reviews. Health Info Libr J 27(2):114\u2013122","journal-title":"Health Info Libr J"},{"key":"388_CR53","doi-asserted-by":"crossref","unstructured":"Peng K, Xu D (2011) Modeling of potential customers identification based on correlation analysis and decision tree. Advances in Neural Networks - ISNN 2011 Lecture Notes in Computer Science 566-575","DOI":"10.1007\/978-3-642-21111-9_64"},{"issue":"1","key":"388_CR54","doi-asserted-by":"publisher","first-page":"17","DOI":"10.1080\/10696679.2016.1236665","volume":"25","author":"EB Pullins","year":"2017","unstructured":"Pullins EB, Timonen H, Kaski T, Holopainen M (2017) An investigation of the theory practice gap in professional sales. J Market Theory Practice 25(1):17\u201338","journal-title":"J Market Theory Practice"},{"issue":"9","key":"388_CR55","doi-asserted-by":"publisher","first-page":"1850","DOI":"10.1016\/j.jbusres.2013.12.004","volume":"67","author":"BN Rutherford","year":"2014","unstructured":"Rutherford BN, Marshall GW, Park J (2014) The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction. J Bus Res 67(9):1850\u20131856","journal-title":"J Bus Res"},{"issue":"1","key":"388_CR56","doi-asserted-by":"publisher","first-page":"52","DOI":"10.1509\/jm.10.0047","volume":"77","author":"G Sabnis","year":"2013","unstructured":"Sabnis G, Chatterjee SC, Grewal R, Lilien GL (2013) The sales lead black hole: on sales reps\u2019follow-up of marketing leads. J Mark 77(1):52\u201367","journal-title":"J Mark"},{"issue":"8","key":"388_CR57","doi-asserted-by":"publisher","first-page":"1665","DOI":"10.1007\/s12053-020-09899-9","volume":"13","author":"M Safari","year":"2020","unstructured":"Safari M, Asadi S (2020) A screening method for lowering customer acquisition cost in small commercial building energy efficiency projects. Energ Effi 13(8):1665\u20131676","journal-title":"Energ Effi"},{"key":"388_CR58","first-page":"1907","volume":"2019","author":"K Sangaralingam","year":"2019","unstructured":"Sangaralingam K, Verma N, Ravi A, Bae SW, Datta A (2019) High value customer acquisition retention modelling - A scalable data mashup approach. IEEE Int Conf Big Data 2019:1907\u20131916","journal-title":"IEEE Int Conf Big Data"},{"issue":"4","key":"388_CR59","doi-asserted-by":"publisher","first-page":"564","DOI":"10.1509\/jmkr.43.4.564","volume":"43","author":"TM Smith","year":"2006","unstructured":"Smith TM, Gopalakrishna S, Chatterjee R (2006) A three-stage model of integrated marketing communications at the marketing-sales interface. J Mark Res 43(4):564\u2013579","journal-title":"J Mark Res"},{"issue":"2","key":"388_CR60","doi-asserted-by":"publisher","first-page":"265","DOI":"10.3233\/IDA-2012-0523","volume":"16","author":"A Soroush","year":"2012","unstructured":"Soroush A, Bahreininejad A, Van Den Berg J (2012) A hybrid customer prediction system based on multiple forward stepwise logistic regression mode. Intell Data Anal 16(2):265\u2013278","journal-title":"Intell Data Anal"},{"key":"388_CR61","doi-asserted-by":"publisher","first-page":"135","DOI":"10.1016\/j.indmarman.2017.12.019","volume":"69","author":"N Syam","year":"2018","unstructured":"Syam N, Sharma A (2018) Waiting for a sales renaissance in the fourth industrial revolution: Machine learning and artificial intelligence in sales research and practice. Ind Mark Manage 69:135\u2013146","journal-title":"Ind Mark Manage"},{"issue":"3","key":"388_CR62","doi-asserted-by":"publisher","first-page":"277","DOI":"10.1080\/08853134.2018.1441718","volume":"38","author":"P Thaichon","year":"2018","unstructured":"Thaichon P, Surachartkumtonkun J, Quach S, Weaven S, Palmatier RW (2018) Hybrid sales structures in the age of e-commerce. J Personal Sell Sales Manag 38(3):277\u2013302","journal-title":"J Personal Sell Sales Manag"},{"issue":"3","key":"388_CR63","doi-asserted-by":"publisher","first-page":"2597","DOI":"10.1016\/j.eswa.2011.08.115","volume":"39","author":"D Thorleuchter","year":"2012","unstructured":"Thorleuchter D, Van Den Poel D, Prinzie A (2012) Analyzing existing customers\u2019websites to improve the customer acquisition process as well as the profitability prediction in B-to-B marketing. Expert Syst Appl 39(3):2597\u20132605","journal-title":"Expert Syst Appl"},{"key":"388_CR64","doi-asserted-by":"crossref","unstructured":"Tu Y, Yang Z, Benslimane Y (2011) Towards an optimal classification model against imbalanced data for customer relationship management. 2011 7th International Conference on Natural Computation pp. 2401-2405","DOI":"10.1109\/ICNC.2011.6022593"},{"key":"388_CR65","unstructured":"VanillaSoft (2014) 4 Ways queue-based lead management is shaping the inside sales industry. VanillaSoft.https:\/\/www.vanillasoft.com\/resources\/white-papers\/queue-based-lead-management. Accessed 17 July 2021"},{"key":"388_CR66","unstructured":"Velocity (2013) Best lead distribution methods for optimal sales performance. Velocity. https:\/\/www.slideshare.net\/Velocify\/vel-best-leaddistromthdbookletfinal. Accessed 16 July 2021"},{"issue":"2\u20134","key":"388_CR67","doi-asserted-by":"publisher","first-page":"220","DOI":"10.1504\/IJBSR.2016.075758","volume":"10","author":"R Verma","year":"2016","unstructured":"Verma R, Koul S, Pai SS (2016) Identifying profitable clientele using the analytical hierarchy process. Int J Bus Syst Res 10(2\u20134):220\u2013237","journal-title":"Int J Bus Syst Res"},{"key":"388_CR68","doi-asserted-by":"crossref","unstructured":"Wang M, Li Y, Li Q (2021) Target customer identification method of integrated energy service based on logistic regression. The 9th China International Conference on Electricity Distribution pp. 1025-1029","DOI":"10.1109\/CICED50259.2021.9556670"},{"key":"388_CR69","first-page":"481","volume":"2016","author":"JT Wei","year":"2016","unstructured":"Wei JT, Lin SY, Yang YZ, Wu HH (2016) Applying data mining and rfm model to analyze Customers\u2019Values of a veterinary hospital. Int Symp Comput Consum Control 2016:481\u2013484","journal-title":"Int Symp Comput Consum Control"},{"issue":"11","key":"388_CR70","doi-asserted-by":"publisher","first-page":"168","DOI":"10.1109\/CC.2014.7004534","volume":"11","author":"L Xiaowen","year":"2014","unstructured":"Xiaowen L, Lili T, Zuohao H (2014) Research on value assessment-based accurate identification of government and corporate customers of telecom operators. China Commun 11(11):168\u2013173","journal-title":"China Commun"},{"key":"388_CR71","doi-asserted-by":"crossref","unstructured":"Xu X, Tang L, Rangan V (2017) Hitting your number or not? A robust & intelligent sales forecast system. IEEE International Conference on Big Data (BIGDATA) 2017:3612\u20133622","DOI":"10.1109\/BigData.2017.8258355"},{"key":"388_CR72","doi-asserted-by":"crossref","unstructured":"Yan J, Gong M, Sun C, Huang J, Chu SM (2015) Sales pipeline win propensity prediction: A regression approach. 2015 IFIP\/IEEE International Symposium on Integrated Network Management (IM2015) 854-857","DOI":"10.1109\/INM.2015.7140393"},{"issue":"1","key":"388_CR73","doi-asserted-by":"publisher","first-page":"19","DOI":"10.1057\/s41270-017-0027-1","volume":"6","author":"O Ylijoki","year":"2018","unstructured":"Ylijoki O (2018) Guidelines for assessing the value of a predictive algorithm: a case study. J Market Anal 6(1):19\u201326","journal-title":"J Market Anal"},{"issue":"9","key":"388_CR74","doi-asserted-by":"publisher","first-page":"2593","DOI":"10.1007\/s00521-016-2214-y","volume":"28","author":"B Zhu","year":"2017","unstructured":"Zhu B, Niu Y, Xiao J, Baesens B (2017) A new transferred feature selection algorithm for customer identification. Neural Comput Appl 28(9):2593\u20132603","journal-title":"Neural Comput Appl"},{"key":"388_CR75","doi-asserted-by":"crossref","unstructured":"Patma TS, Wardana LW, Wibowo A, Narmaditya BS, Akbarina F (2021) The impact of social media marketing for Indonesian smes sustainability: Lesson from covid-19 pandemic. Cogent Business & Management 8(1)","DOI":"10.1080\/23311975.2021.1953679"}],"container-title":["Information Technology and Management"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/link.springer.com\/content\/pdf\/10.1007\/s10799-023-00388-w.pdf","content-type":"application\/pdf","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/link.springer.com\/article\/10.1007\/s10799-023-00388-w\/fulltext.html","content-type":"text\/html","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/link.springer.com\/content\/pdf\/10.1007\/s10799-023-00388-w.pdf","content-type":"application\/pdf","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2025,4,9]],"date-time":"2025-04-09T14:48:55Z","timestamp":1744210135000},"score":1,"resource":{"primary":{"URL":"https:\/\/link.springer.com\/10.1007\/s10799-023-00388-w"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2023,2,1]]},"references-count":75,"journal-issue":{"issue":"1","published-print":{"date-parts":[[2024,3]]}},"alternative-id":["388"],"URL":"https:\/\/doi.org\/10.1007\/s10799-023-00388-w","relation":{},"ISSN":["1385-951X","1573-7667"],"issn-type":[{"value":"1385-951X","type":"print"},{"value":"1573-7667","type":"electronic"}],"subject":[],"published":{"date-parts":[[2023,2,1]]},"assertion":[{"value":"7 January 2023","order":1,"name":"accepted","label":"Accepted","group":{"name":"ArticleHistory","label":"Article History"}},{"value":"1 February 2023","order":2,"name":"first_online","label":"First Online","group":{"name":"ArticleHistory","label":"Article History"}},{"order":1,"name":"Ethics","group":{"name":"EthicsHeading","label":"Declarations"}},{"value":"The authors declare that they have no conflict of interest.","order":2,"name":"Ethics","group":{"name":"EthicsHeading","label":"Conflict of interest"}},{"value":"Not applicable","order":3,"name":"Ethics","group":{"name":"EthicsHeading","label":"Research involving Human Participants and\/or Animals"}},{"value":"Not applicable","order":4,"name":"Ethics","group":{"name":"EthicsHeading","label":"Code availability"}},{"value":"Not applicable","order":5,"name":"Ethics","group":{"name":"EthicsHeading","label":"Informed consent"}}]}}