Academic Papers about Customer Acquisition

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D'HAEN J., VAN DEN POEL D., THORLEUCHTER D. & BENOIT D.F. (2016), Integrating Expert Knowledge and Multilingual Web Crawling Data in a Lead Qualification System, Decision Support Systems, 82, 69-78.

D'HAEN J. & VAN DEN POEL D. (2013), Model-supported business-to-business prospect prediction based on an iterative customer acquisition framework, Industrial Marketing Management, 42 (4), 544-551.

D'HAEN 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 Systems with Applications, 40 (6), 2007-2012.

BAECKE Ph & VAN DEN POEL D. (2012), Improving Customer Acquisition Models by Incorporating Spatial Autocorrelation at Different Levels of Granularity, Forthcoming in Journal of Intelligent Information Systems.

BAECKE Ph & VAN DEN POEL D. (2012), Including Spatial Interdependence in Customer Acquisition Models: a Cross-Category Comparison, Expert Systems with Applications, 39 (15), 12105-12113.

THORLEUCHTER D., VAN DEN POEL D. & PRINZIE A. (2012), Analyzing existing customers' websites to improve the customer acquisition process as well as the profitability prediction in B-to-B marketing, Expert Systems with Applications, 39 (3), 2597-2605.

PRINZIE A. & VAN DEN POEL D. (2011), Modeling complex longitudinal consumer behavior with Dynamic Bayesian Networks: An Acquisition Pattern Analysis approach, Journal of Intelligent Information Systems, 36 (3), 283-304.

VERHAERT G. & VAN DEN POEL D. (2011), Improving campaign success rate by tailoring donation requests along the donor lifecycle, Journal of Interactive Marketing, 25 (1), 51-63.

BAECKE Ph & VAN DEN POEL D. (2011), Data Augmentation by Predicting Spending Pleasure Using Commercially Available External Data, Journal of Intelligent Information Systems, 36 (3), 367-383.