{"id":"https://openalex.org/W2047013752","doi":"https://doi.org/10.1080/12460125.2015.994353","title":"Positioning predictive analytics for customer retention","display_name":"Positioning predictive analytics for customer retention","publication_year":2015,"publication_date":"2015-01-02","ids":{"openalex":"https://openalex.org/W2047013752","doi":"https://doi.org/10.1080/12460125.2015.994353","mag":"2047013752"},"language":"en","primary_location":{"id":"doi:10.1080/12460125.2015.994353","doi":"https://doi.org/10.1080/12460125.2015.994353","is_oa":false,"landing_page_url":"https://doi.org/10.1080/12460125.2015.994353","pdf_url":null,"source":{"id":"https://openalex.org/S119153320","display_name":"Journal of Decision System","issn_l":"1246-0125","issn":["1246-0125","2116-7052"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-40","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Decision Systems","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5053947865","display_name":"Brian O\u2019Flaherty","orcid":"https://orcid.org/0000-0003-2395-4950","observed_orcids":["https://orcid.org/0000-0003-2395-4950"]},"institutions":[{"id":"https://openalex.org/I27577105","display_name":"University College Cork","ror":"https://ror.org/03265fv13","country_code":"IE","type":"education","lineage":["https://openalex.org/I27577105"]}],"countries":["IE"],"is_corresponding":true,"raw_author_name":"Brian O\u2019Flaherty","raw_affiliation_strings":["Business Information Systems, University College Cork, Cork, Ireland"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Business Information Systems, University College Cork, Cork, Ireland","institution_ids":["https://openalex.org/I27577105"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5057681089","display_name":"Ciara Heavin","orcid":"https://orcid.org/0000-0001-8237-3350","observed_orcids":["https://orcid.org/0000-0001-8237-3350"]},"institutions":[{"id":"https://openalex.org/I27577105","display_name":"University College Cork","ror":"https://ror.org/03265fv13","country_code":"IE","type":"education","lineage":["https://openalex.org/I27577105"]}],"countries":["IE"],"is_corresponding":false,"raw_author_name":"Ciara Heavin","raw_affiliation_strings":["Business Information Systems, University College Cork, Cork, Ireland"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Business Information Systems, University College Cork, Cork, Ireland","institution_ids":["https://openalex.org/I27577105"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5053947865"],"corresponding_institution_ids":["https://openalex.org/I27577105"],"apc_list":null,"apc_paid":null,"fwci":2.9105,"has_fulltext":false,"cited_by_count":11,"citation_normalized_percentile":{"value":0.91563575,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":97},"biblio":{"volume":"24","issue":"1","first_page":"3","last_page":"18"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11891","display_name":"Big Data and Business Intelligence","score":0.6942999958992004,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11891","display_name":"Big Data and Business Intelligence","score":0.6942999958992004,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":0.2971000075340271,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13812","display_name":"AI and HR Technologies","score":0.003599999938160181,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/predictive-analytics","display_name":"predictive analytics","score":0.996999979019165},{"id":"https://openalex.org/keywords/customer-retention","display_name":"customer retention","score":1.0},{"id":"https://openalex.org/keywords/propensity-scoring","display_name":"propensity scoring","score":0.9129999876022339},{"id":"https://openalex.org/keywords/cloud-computing","display_name":"cloud computing","score":0.9399999976158142},{"id":"https://openalex.org/keywords/self-service-analytics","display_name":"self-service analytics","score":0.949999988079071},{"id":"https://openalex.org/keywords/knowledge-management","display_name":"knowledge management","score":0.8560000061988831},{"id":"https://openalex.org/keywords/managerial-decision-making","display_name":"management decision-making","score":0.5839999914169312}],"concepts":[{"id":"https://openalex.org/C83209312","wikidata":"https://www.wikidata.org/wiki/Q1053367","display_name":"Predictive analytics","level":2,"score":0.7180700898170471},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.608718991279602},{"id":"https://openalex.org/C79158427","wikidata":"https://www.wikidata.org/wiki/Q485396","display_name":"Analytics","level":2,"score":0.605170726776123},{"id":"https://openalex.org/C37952496","wikidata":"https://www.wikidata.org/wiki/Q5001829","display_name":"Business analytics","level":4,"score":0.4617486298084259},{"id":"https://openalex.org/C2767350","wikidata":"https://www.wikidata.org/wiki/Q6662173","display_name":"Business intelligence","level":2,"score":0.45806461572647095},{"id":"https://openalex.org/C2522767166","wikidata":"https://www.wikidata.org/wiki/Q2374463","display_name":"Data science","level":1,"score":0.3875563144683838},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.2802276611328125},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.268414705991745},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.17447590827941895},{"id":"https://openalex.org/C189076506","wikidata":"https://www.wikidata.org/wiki/Q1518232","display_name":"Business analysis","level":3,"score":0.09092125296592712},{"id":"https://openalex.org/C4216890","wikidata":"https://www.wikidata.org/wiki/Q815823","display_name":"Business model","level":2,"score":0.08682465553283691}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1080/12460125.2015.994353","doi":"https://doi.org/10.1080/12460125.2015.994353","is_oa":false,"landing_page_url":"https://doi.org/10.1080/12460125.2015.994353","pdf_url":null,"source":{"id":"https://openalex.org/S119153320","display_name":"Journal of Decision System","issn_l":"1246-0125","issn":["1246-0125","2116-7052"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-40","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Decision Systems","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":50,"referenced_works":["https://openalex.org/W11347103","https://openalex.org/W49960482","https://openalex.org/W70873788","https://openalex.org/W198088467","https://openalex.org/W609065750","https://openalex.org/W1276866904","https://openalex.org/W1495419098","https://openalex.org/W1516293359","https://openalex.org/W1586050762","https://openalex.org/W1600206371","https://openalex.org/W1605656699","https://openalex.org/W1883615999","https://openalex.org/W1968038975","https://openalex.org/W1972142197","https://openalex.org/W1976848519","https://openalex.org/W1981428518","https://openalex.org/W1990788070","https://openalex.org/W2017027240","https://openalex.org/W2023728827","https://openalex.org/W2032382473","https://openalex.org/W2046183714","https://openalex.org/W2076833217","https://openalex.org/W2079782204","https://openalex.org/W2098118776","https://openalex.org/W2105477360","https://openalex.org/W2108081061","https://openalex.org/W2118639955","https://openalex.org/W2122993377","https://openalex.org/W2136451344","https://openalex.org/W2137149564","https://openalex.org/W2137325026","https://openalex.org/W2141545840","https://openalex.org/W2153516880","https://openalex.org/W2169013498","https://openalex.org/W2169571673","https://openalex.org/W2252539786","https://openalex.org/W2268303229","https://openalex.org/W2473432990","https://openalex.org/W2770333281","https://openalex.org/W3150629113","https://openalex.org/W3150796314","https://openalex.org/W3151353718","https://openalex.org/W3151685851","https://openalex.org/W3157236907","https://openalex.org/W3159893624","https://openalex.org/W4250001656","https://openalex.org/W4252121802","https://openalex.org/W4292003697","https://openalex.org/W4297081765","https://openalex.org/W4388147587"],"related_works":["https://openalex.org/W4407775726","https://openalex.org/W6968528406","https://openalex.org/W4417130621","https://openalex.org/W1984462932","https://openalex.org/W6885035856","https://openalex.org/W7056503990","https://openalex.org/W1979352959","https://openalex.org/W4408480030","https://openalex.org/W7161048628","https://openalex.org/W7171124379"],"abstract_inverted_index":{"Developing":[0],"business":[1],"vision":[2],"should":[3],"not":[4],"be":[5],"underestimated.":[6],"Predictive":[7],"analytics":[8],"provides":[9],"organisations":[10],"with":[11],"new":[12],"opportunities":[13],"to":[14,28,63,84],"\u2018know":[15],"what":[16],"they":[17],"know\u2019,":[18],"but":[19],"also":[20],"predict":[21],"future":[22],"behaviours,":[23],"leveraging":[24],"these":[25],"better":[26],"insights":[27],"increase":[29],"the":[30,52,68,86,92],"value":[31],"of":[32,37,54,60,70,88,94],"their":[33],"business.":[34],"The":[35],"power":[36],"propensity":[38],"scoring":[39],"based":[40],"on":[41],"historical":[42],"data":[43],"delivered":[44],"as":[45],"a":[46,71],"service":[47],"via":[48],"cloud":[49],"computing":[50],"heralds":[51],"availability":[53],"capabilities":[55],"that":[56],"previously":[57],"required":[58],"teams":[59],"quantitative":[61],"specialist":[62],"deliver.":[64],"This":[65],"paper":[66],"outlines":[67],"development":[69],"cloud-based":[72],"self-service":[73],"predictive":[74],"decision":[75,95],"support":[76],"system":[77],"(PDSS)":[78],"for":[79],"customer":[80],"retention":[81],"and":[82,99],"attempts":[83],"position":[85],"outcomes":[87],"this":[89],"implementation":[90],"in":[91],"context":[93],"support,":[96],"knowledge":[97],"management":[98],"work":[100],"practice":[101],"evolution.":[102]},"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":2},{"year":2023,"cited_by_count":1},{"year":2021,"cited_by_count":2},{"year":2019,"cited_by_count":1},{"year":2018,"cited_by_count":3},{"year":2017,"cited_by_count":1}],"updated_date":"2026-10-30T12:39:25.321706","created_date":"2016-06-24T00:00:00"}