{"id":"https://openalex.org/W4400108823","doi":"https://doi.org/10.1007/s00521-024-10051-2","title":"Improving incentive policies to salespeople cross-sells: a cost-sensitive uplift modeling approach","display_name":"Improving incentive policies to salespeople cross-sells: a cost-sensitive uplift modeling approach","publication_year":2024,"publication_date":"2024-06-28","ids":{"openalex":"https://openalex.org/W4400108823","doi":"https://doi.org/10.1007/s00521-024-10051-2"},"language":"en","primary_location":{"id":"doi:10.1007/s00521-024-10051-2","is_oa":false,"landing_page_url":"https://doi.org/10.1007/s00521-024-10051-2","pdf_url":null,"source":{"id":"https://openalex.org/S147897268","display_name":"Neural Computing and Applications","issn_l":"0941-0643","issn":["0941-0643","1433-3058"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Neural Computing and Applications","raw_type":"journal-article"},"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/A5037252217","display_name":"Carla Vairetti","orcid":"https://orcid.org/0000-0003-4612-1409"},"institutions":[{"id":"https://openalex.org/I189977406","display_name":"Universidad de Los Andes, Chile","ror":"https://ror.org/03v0qd864","country_code":"CL","type":"education","lineage":["https://openalex.org/I189977406"]},{"id":"https://openalex.org/I4210148528","display_name":"Complex Engineering System Institute","ror":"https://ror.org/04wnc7270","country_code":"CL","type":"facility","lineage":["https://openalex.org/I4210148528"]}],"countries":["CL"],"is_corresponding":true,"raw_author_name":"Carla Vairetti","raw_affiliation_strings":["Facultad de Ingenier\u00eda y Ciencias Aplicadas, Universidad de Los Andes, Santiago, Chile","Instituto Sistemas Complejos de Ingenier\u00eda (ISCI), Santiago, Chile"],"raw_orcid":"https://orcid.org/0000-0003-4612-1409","affiliations":[{"raw_affiliation_string":"Facultad de Ingenier\u00eda y Ciencias Aplicadas, Universidad de Los Andes, Santiago, Chile","institution_ids":["https://openalex.org/I189977406"]},{"raw_affiliation_string":"Instituto Sistemas Complejos de Ingenier\u00eda (ISCI), Santiago, Chile","institution_ids":["https://openalex.org/I4210148528"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5102696811","display_name":"Raimundo Vargas","orcid":null},"institutions":[{"id":"https://openalex.org/I189977406","display_name":"Universidad de Los Andes, Chile","ror":"https://ror.org/03v0qd864","country_code":"CL","type":"education","lineage":["https://openalex.org/I189977406"]}],"countries":["CL"],"is_corresponding":false,"raw_author_name":"Raimundo Vargas","raw_affiliation_strings":["Facultad de Ingenier\u00eda y Ciencias Aplicadas, Universidad de Los Andes, Santiago, Chile"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Facultad de Ingenier\u00eda y Ciencias Aplicadas, Universidad de Los Andes, Santiago, Chile","institution_ids":["https://openalex.org/I189977406"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5102431300","display_name":"Catalina S\u00e1nchez","orcid":null},"institutions":[{"id":"https://openalex.org/I189977406","display_name":"Universidad de Los Andes, Chile","ror":"https://ror.org/03v0qd864","country_code":"CL","type":"education","lineage":["https://openalex.org/I189977406"]}],"countries":["CL"],"is_corresponding":false,"raw_author_name":"Catalina S\u00e1nchez","raw_affiliation_strings":["Facultad de Ingenier\u00eda y Ciencias Aplicadas, Universidad de Los Andes, Santiago, Chile"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Facultad de Ingenier\u00eda y Ciencias Aplicadas, Universidad de Los Andes, Santiago, Chile","institution_ids":["https://openalex.org/I189977406"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5102810506","display_name":"Andres F. Garc\u00eda","orcid":"https://orcid.org/0009-0004-6492-2917"},"institutions":[{"id":"https://openalex.org/I189977406","display_name":"Universidad de Los Andes, Chile","ror":"https://ror.org/03v0qd864","country_code":"CL","type":"education","lineage":["https://openalex.org/I189977406"]}],"countries":["CL"],"is_corresponding":false,"raw_author_name":"Andr\u00e9s Garc\u00eda","raw_affiliation_strings":["Facultad de Ingenier\u00eda y Ciencias Aplicadas, Universidad de Los Andes, Santiago, Chile"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Facultad de Ingenier\u00eda y Ciencias Aplicadas, Universidad de Los Andes, Santiago, Chile","institution_ids":["https://openalex.org/I189977406"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5047959067","display_name":"Guillermo Armelini","orcid":null},"institutions":[{"id":"https://openalex.org/I189977406","display_name":"Universidad de Los Andes, Chile","ror":"https://ror.org/03v0qd864","country_code":"CL","type":"education","lineage":["https://openalex.org/I189977406"]}],"countries":["CL"],"is_corresponding":false,"raw_author_name":"Guillermo Armelini","raw_affiliation_strings":["ESE, Universidad de los Andes, Santiago, Chile"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"ESE, Universidad de los Andes, Santiago, Chile","institution_ids":["https://openalex.org/I189977406"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5007513550","display_name":"Sebasti\u00e1n Maldonado","orcid":"https://orcid.org/0000-0002-7124-0437"},"institutions":[{"id":"https://openalex.org/I4210148528","display_name":"Complex Engineering System Institute","ror":"https://ror.org/04wnc7270","country_code":"CL","type":"facility","lineage":["https://openalex.org/I4210148528"]},{"id":"https://openalex.org/I69737025","display_name":"University of Chile","ror":"https://ror.org/047gc3g35","country_code":"CL","type":"education","lineage":["https://openalex.org/I69737025"]}],"countries":["CL"],"is_corresponding":false,"raw_author_name":"Sebasti\u00e1n Maldonado","raw_affiliation_strings":["Department of Management Control and Information Systems, School of Economics and Business, University of Chile, Santiago, Chile","Instituto Sistemas Complejos de Ingenier\u00eda (ISCI), Santiago, Chile"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Management Control and Information Systems, School of Economics and Business, University of Chile, Santiago, Chile","institution_ids":["https://openalex.org/I69737025"]},{"raw_affiliation_string":"Instituto Sistemas Complejos de Ingenier\u00eda (ISCI), Santiago, Chile","institution_ids":["https://openalex.org/I4210148528"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":6,"corresponding_author_ids":["https://openalex.org/A5037252217"],"corresponding_institution_ids":["https://openalex.org/I189977406","https://openalex.org/I4210148528"],"apc_list":{"value":2390,"currency":"EUR","value_usd":2990},"apc_paid":null,"fwci":0.765,"has_fulltext":false,"cited_by_count":2,"citation_normalized_percentile":{"value":0.78125336,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":90,"max":95},"biblio":{"volume":"36","issue":"28","first_page":"17541","last_page":"17558"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.9894999861717224,"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/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.9894999861717224,"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/T10328","display_name":"Supply Chain and Inventory Management","score":0.9884999990463257,"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/T11043","display_name":"Merger and Competition Analysis","score":0.9395999908447266,"subfield":{"id":"https://openalex.org/subfields/2002","display_name":"Economics and Econometrics"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/incentive","display_name":"Incentive","score":0.7514874935150146},{"id":"https://openalex.org/keywords/business","display_name":"Business","score":0.5806841254234314},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.3294321894645691},{"id":"https://openalex.org/keywords/microeconomics","display_name":"Microeconomics","score":0.2684405446052551},{"id":"https://openalex.org/keywords/economics","display_name":"Economics","score":0.2152079939842224}],"concepts":[{"id":"https://openalex.org/C29122968","wikidata":"https://www.wikidata.org/wiki/Q1414816","display_name":"Incentive","level":2,"score":0.7514874935150146},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5806841254234314},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.3294321894645691},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.2684405446052551},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.2152079939842224}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1007/s00521-024-10051-2","is_oa":false,"landing_page_url":"https://doi.org/10.1007/s00521-024-10051-2","pdf_url":null,"source":{"id":"https://openalex.org/S147897268","display_name":"Neural Computing and Applications","issn_l":"0941-0643","issn":["0941-0643","1433-3058"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Neural Computing and Applications","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[{"score":0.4000000059604645,"id":"https://metadata.un.org/sdg/8","display_name":"Decent work and economic growth"}],"awards":[{"id":"https://openalex.org/G4461789371","display_name":null,"funder_award_id":"PIA/PUENTE AFB230002","funder_id":"https://openalex.org/F4320331146","funder_display_name":"Agencia Nacional de Investigaci\u00f3n y Desarrollo"}],"funders":[{"id":"https://openalex.org/F4320331146","display_name":"Agencia Nacional de Investigaci\u00f3n y Desarrollo","ror":null}],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":37,"referenced_works":["https://openalex.org/W1996826331","https://openalex.org/W2081151243","https://openalex.org/W2113355860","https://openalex.org/W2115278118","https://openalex.org/W2115769109","https://openalex.org/W2146475231","https://openalex.org/W2603768655","https://openalex.org/W2758701753","https://openalex.org/W2790955711","https://openalex.org/W2810972217","https://openalex.org/W2950844571","https://openalex.org/W2985914904","https://openalex.org/W2991560673","https://openalex.org/W2992634800","https://openalex.org/W2998589708","https://openalex.org/W3109502177","https://openalex.org/W3111677905","https://openalex.org/W3114202163","https://openalex.org/W3122726533","https://openalex.org/W3122896308","https://openalex.org/W3123519527","https://openalex.org/W3123697890","https://openalex.org/W3125170244","https://openalex.org/W3150893739","https://openalex.org/W3172039697","https://openalex.org/W3187945363","https://openalex.org/W3203008126","https://openalex.org/W3215651605","https://openalex.org/W4220967455","https://openalex.org/W4224239404","https://openalex.org/W4280514076","https://openalex.org/W4292821148","https://openalex.org/W4309236448","https://openalex.org/W4310346516","https://openalex.org/W4327734181","https://openalex.org/W4386968640","https://openalex.org/W4390053155"],"related_works":["https://openalex.org/W4391375266","https://openalex.org/W2748952813","https://openalex.org/W2367468089","https://openalex.org/W2390279801","https://openalex.org/W2358591856","https://openalex.org/W2098133976","https://openalex.org/W2358668433","https://openalex.org/W2347416728","https://openalex.org/W4396701345","https://openalex.org/W2468219149"],"abstract_inverted_index":null,"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":1}],"updated_date":"2026-06-13T06:13:01.061226","created_date":"2025-10-10T00:00:00"}
