33
| dc.contributor.advisor | 33 | |
| dc.contributor.author | Vairetti, Carla | |
| dc.contributor.author | Vargas, Raimundo | |
| dc.contributor.author | Sánchez, Catalina | |
| dc.contributor.author | García, Andrés | |
| dc.contributor.author | Armelini, Guillermo | |
| dc.contributor.author | Maldonado, Sebastián | |
| dc.coverage | DOI: 10.1007/s00521-024-10051-2 | |
| dc.date | 2024 | |
| dc.date.accessioned | 05-01-2026 18:06 | |
| dc.date.available | 05-01-2026 18:06 | |
| dc.date.issued | 33 | |
| dc.description.abstract | In this study, we present a novel cost-sensitive approach for uplift modeling in the context of cross-selling and workforce analytics. We leverage referrals from sales agents across business units to estimate the individual treatment effects of incentives on the cross-selling outcomes within a company. Uplift modeling is employed to predict relationships between salespeople that should be encouraged based on the probability of successful cross-selling - defined when a customer accepts the product suggested by sales agents. We conducted experiments on data from a Chilean financial group, evaluating both statistical and profit metrics. Exploring various machine learning classifiers for predictive purposes, we observed a significant improvement over the current approach, which exhibits an uplift below 0.01. Finally, we show that selecting the best classifier with profit metrics results in a 31.6% improvement in terms of average customer profit. This emphasizes the importance of defining an adequate compensation scheme and integrating it into the modeling process. | |
| dc.identifier | https://investigadores.uandes.cl/en/publications/05bda631-00ca-49fd-b88d-98a8afe3b71c | |
| dc.identifier.citation | 33 | |
| dc.identifier.uri | 33 | |
| dc.language | eng | |
| dc.language.iso | 33 | |
| dc.publisher | 33 | |
| dc.relation | 33 | |
| dc.rights | info:eu-repo/semantics/restrictedAccess | |
| dc.source | vol.36 (2024) nr.28 p.17541-17558 | |
| dc.subject | Business analytics | |
| dc.subject | Cost-sensitive learning | |
| dc.subject | Cross-selling | |
| dc.subject | Uplift modeling | |
| dc.subject | Workforce analytics | |
| dc.title | 33 | |
| dc.title | Improving incentive policies to salespeople cross-sells: a cost-sensitive uplift modeling approach | eng |
| dc.title | 33 | spa |
| dc.title | 33 | und |
| dc.type | 33 | |
| dc.type | Article | eng |
| dc.type | Artículo | spa |