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Journal ArticleDOI

An integrated approach to renew software contract using machine learning.

TLDR
In this article, a machine-learning-based approach was used to set up an efficient process for contract renewal in a large-scale industrial environment, where the contract renewal is critical to maintaining a company's recurring revenue source.
Abstract
Contract renewal is critical to maintaining a company’s recurring revenue source. Therefore, there is a significant emphasis on setting up an efficient process for renewal. In this study, a machine...

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Journal Article

Review of Data Mining Techniques for Churn Prediction in Telecom

TL;DR: This paper provides a review of around 100 recent journal articles starting from year 2000 to present the various data mining techniques used in multiple customer based churn models, thereby providing a roadmap to new researchers to build upon novel churn management models.
Journal ArticleDOI

The influences of contract structure, contracting process, and service complexity on supplier performance

TL;DR: In this paper, the authors investigate the influences of service complexity, contract structure and contracting process on the buyer-perceived supplier performance in business-to-business (B2B) services.
Book

From Purchasing to Supply Management: A Study of the Benefits and Critical Factors of Evolution to Best Practice

TL;DR: A brief overview of the status quo in PSM evolution research can be found in this article, where a new conceptual model of drivers of PSM Evolution is proposed and an empirical analysis of the drivers of evolution is presented.
Journal ArticleDOI

Renew or cancel? Drivers of customer renewal decisions for IT-based service contracts

TL;DR: In this paper, a field study conducted jointly with a large European car manufacturer showed that combining behavioral predictor variables stemming from marketing research and technology-related perceptual variables from technology acceptance research increases the explanatory power and prediction accuracy of forecasting models for customer renewal decisions.

Best Practices for Managing Predictive Models in a Production Environment

TL;DR: In this article, the authors present SAS-based strategies for effectively managing predictive models in a production environment and introduced a new product, SAS ® Model Manager 2.1 for SAS ® 9.1.3.