{"id":"https://openalex.org/W4303439005","doi":"https://doi.org/10.1016/j.indmarman.2022.09.023","title":"Proactive customer retention management in a non-contractual B2B setting based on churn prediction with random forests","display_name":"Proactive customer retention management in a non-contractual B2B setting based on churn prediction with random forests","publication_year":2022,"publication_date":"2022-10-07","ids":{"openalex":"https://openalex.org/W4303439005","doi":"https://doi.org/10.1016/j.indmarman.2022.09.023"},"language":"en","primary_location":{"id":"doi:10.1016/j.indmarman.2022.09.023","doi":"https://doi.org/10.1016/j.indmarman.2022.09.023","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2022.09.023","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","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/A5086822248","display_name":"Theresa Gattermann-Itschert","orcid":"https://orcid.org/0000-0002-9202-1495","observed_orcids":["https://orcid.org/0000-0002-9202-1495"]},"institutions":[{"id":"https://openalex.org/I180923762","display_name":"University of Cologne","ror":"https://ror.org/00rcxh774","country_code":"DE","type":"education","lineage":["https://openalex.org/I180923762"]}],"countries":["DE"],"is_corresponding":true,"raw_author_name":"Theresa Gattermann-Itschert","raw_affiliation_strings":["Department of Supply Chain Management and Management Science, Albertus-Magnus-Platz, University of Cologne, 50932 Cologne, Germany"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Supply Chain Management and Management Science, Albertus-Magnus-Platz, University of Cologne, 50932 Cologne, Germany","institution_ids":["https://openalex.org/I180923762"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5001698433","display_name":"Ulrich W. Thonemann","orcid":"https://orcid.org/0000-0002-3507-9498","observed_orcids":["https://orcid.org/0000-0002-3507-9498"]},"institutions":[{"id":"https://openalex.org/I180923762","display_name":"University of Cologne","ror":"https://ror.org/00rcxh774","country_code":"DE","type":"education","lineage":["https://openalex.org/I180923762"]}],"countries":["DE"],"is_corresponding":false,"raw_author_name":"Ulrich W. Thonemann","raw_affiliation_strings":["Department of Supply Chain Management and Management Science, Albertus-Magnus-Platz, University of Cologne, 50932 Cologne, Germany"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Supply Chain Management and Management Science, Albertus-Magnus-Platz, University of Cologne, 50932 Cologne, Germany","institution_ids":["https://openalex.org/I180923762"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5086822248"],"corresponding_institution_ids":["https://openalex.org/I180923762"],"apc_list":{"value":2960,"currency":"USD","value_usd":2960},"apc_paid":null,"fwci":5.3949,"has_fulltext":false,"cited_by_count":33,"citation_normalized_percentile":{"value":0.95289832,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":93,"max":99},"biblio":{"volume":"107","issue":null,"first_page":"134","last_page":"147"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":1.0,"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"}},"topics":[{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":1.0,"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/T10154","display_name":"Customer Service Quality and Loyalty","score":0.0,"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"}},{"id":"https://openalex.org/T13812","display_name":"AI and HR Technologies","score":0.0,"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/customer-churn-prediction","display_name":"customer churn prediction","score":0.9869999885559082},{"id":"https://openalex.org/keywords/customer-retention","display_name":"customer retention","score":0.8790000081062317},{"id":"https://openalex.org/keywords/wholesale-trade","display_name":"wholesale trade","score":0.5419999957084656},{"id":"https://openalex.org/keywords/random-forest","display_name":"random forest","score":0.9570000171661377},{"id":"https://openalex.org/keywords/customer-relationship-management","display_name":"customer relationship management","score":0.5899999737739563},{"id":"https://openalex.org/keywords/revenue-impact","display_name":"revenue impact","score":0.7229999899864197}],"concepts":[{"id":"https://openalex.org/C101276457","wikidata":"https://www.wikidata.org/wiki/Q5196474","display_name":"Customer retention","level":4,"score":0.684665858745575},{"id":"https://openalex.org/C130721881","wikidata":"https://www.wikidata.org/wiki/Q1146253","display_name":"Customer lifetime value","level":5,"score":0.6374754309654236},{"id":"https://openalex.org/C195487862","wikidata":"https://www.wikidata.org/wiki/Q850210","display_name":"Revenue","level":2,"score":0.5900513529777527},{"id":"https://openalex.org/C98825075","wikidata":"https://www.wikidata.org/wiki/Q485643","display_name":"Customer relationship management","level":2,"score":0.553935170173645},{"id":"https://openalex.org/C9652623","wikidata":"https://www.wikidata.org/wiki/Q190109","display_name":"Field (mathematics)","level":2,"score":0.5492265224456787},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5340631604194641},{"id":"https://openalex.org/C169258074","wikidata":"https://www.wikidata.org/wiki/Q245748","display_name":"Random forest","level":2,"score":0.5220268368721008},{"id":"https://openalex.org/C2908647359","wikidata":"https://www.wikidata.org/wiki/Q2625603","display_name":"Population","level":2,"score":0.4451846778392792},{"id":"https://openalex.org/C2776291640","wikidata":"https://www.wikidata.org/wiki/Q2912517","display_name":"Value (mathematics)","level":2,"score":0.43158257007598877},{"id":"https://openalex.org/C2985066332","wikidata":"https://www.wikidata.org/wiki/Q556441","display_name":"Customer value","level":3,"score":0.42707210779190063},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.41730791330337524},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.4010707437992096},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.38603562116622925},{"id":"https://openalex.org/C195094911","wikidata":"https://www.wikidata.org/wiki/Q14167904","display_name":"Process management","level":1,"score":0.3425006866455078},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.12670159339904785},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.12068474292755127},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.06646260619163513},{"id":"https://openalex.org/C202444582","wikidata":"https://www.wikidata.org/wiki/Q837863","display_name":"Pure mathematics","level":1,"score":0.0},{"id":"https://openalex.org/C2780378061","wikidata":"https://www.wikidata.org/wiki/Q25351891","display_name":"Service (business)","level":2,"score":0.0},{"id":"https://openalex.org/C140781008","wikidata":"https://www.wikidata.org/wiki/Q1221081","display_name":"Service quality","level":3,"score":0.0},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.0},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.0},{"id":"https://openalex.org/C149923435","wikidata":"https://www.wikidata.org/wiki/Q37732","display_name":"Demography","level":1,"score":0.0},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0},{"id":"https://openalex.org/C181622380","wikidata":"https://www.wikidata.org/wiki/Q26911","display_name":"Profit (economics)","level":2,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1016/j.indmarman.2022.09.023","doi":"https://doi.org/10.1016/j.indmarman.2022.09.023","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2022.09.023","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},{"id":"pmh:oai:USBKOELN.ub.uni-koeln.de:65736","doi":null,"is_oa":false,"landing_page_url":"https://kups.ub.uni-koeln.de/65736/","pdf_url":null,"source":{"id":"https://openalex.org/S4306400371","display_name":"K\u00f6lner Universit\u00e4ts PublikationsServer (Universit\u00e4t zu K\u00f6ln)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4210115942","host_organization_name":"Rhenish Institute for Environmental Research","host_organization_lineage":["https://openalex.org/I4210115942"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"","raw_type":"doc-type:article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":42,"referenced_works":["https://openalex.org/W1965342764","https://openalex.org/W1966021193","https://openalex.org/W1966716734","https://openalex.org/W1974013939","https://openalex.org/W2001574227","https://openalex.org/W2003083941","https://openalex.org/W2023016123","https://openalex.org/W2025348367","https://openalex.org/W2032225949","https://openalex.org/W2038112892","https://openalex.org/W2048755952","https://openalex.org/W2055570665","https://openalex.org/W2061670499","https://openalex.org/W2064253125","https://openalex.org/W2067594023","https://openalex.org/W2080608097","https://openalex.org/W2087340651","https://openalex.org/W2094573432","https://openalex.org/W2106637586","https://openalex.org/W2123877644","https://openalex.org/W2136806966","https://openalex.org/W2137428477","https://openalex.org/W2140898374","https://openalex.org/W2156909104","https://openalex.org/W2173879362","https://openalex.org/W2289361548","https://openalex.org/W2514172024","https://openalex.org/W2558749735","https://openalex.org/W2612690371","https://openalex.org/W2615973898","https://openalex.org/W2618851150","https://openalex.org/W2792328488","https://openalex.org/W2799508418","https://openalex.org/W2911964244","https://openalex.org/W2988258151","https://openalex.org/W2997954837","https://openalex.org/W3122149192","https://openalex.org/W3124035032","https://openalex.org/W3125923485","https://openalex.org/W3167284347","https://openalex.org/W3203008126","https://openalex.org/W7053126446"],"related_works":["https://openalex.org/W2001574227","https://openalex.org/W4405513049","https://openalex.org/W4232177798","https://openalex.org/W3033998311","https://openalex.org/W2985648388","https://openalex.org/W3003504009","https://openalex.org/W4409287322","https://openalex.org/W7081712800","https://openalex.org/W2189400041","https://openalex.org/W2563465359"],"abstract_inverted_index":null,"counts_by_year":[{"year":2026,"cited_by_count":6},{"year":2025,"cited_by_count":11},{"year":2024,"cited_by_count":11},{"year":2023,"cited_by_count":3},{"year":2022,"cited_by_count":2}],"updated_date":"2026-10-18T09:31:52.927876","created_date":"2022-10-07T00:00:00"}