Publicação
Selecting accounts in A B2B context: a data-driven approach
| datacite.subject.fos | Ciências Sociais::Economia e Gestão | pt_PT |
| dc.contributor.advisor | Han, Qiwei | |
| dc.contributor.advisor | Silva, Bruno | |
| dc.contributor.author | Ferreira, Édi Manuel da Silva | |
| dc.date.accessioned | 2022-08-18T09:00:54Z | |
| dc.date.available | 2022-08-18T09:00:54Z | |
| dc.date.issued | 2021-01-12 | |
| dc.date.submitted | 2020-01-04 | |
| dc.description.abstract | The process of selecting accounts in the Business-to-Business context has been mainly reliant on the gut feeling of the sales personnel. With the emergence of advanced analytics and vast volumes of data, this panorama is changing. This project presents an end-to-end pipeline to assess the propensity to buy of an account, before there is any interaction between the parts. It covers the challenges faced throughout the implementation of a data-driven approach in the cloud industry. The results indicate that it is possible to properly rank accounts in order to better allocate the resources of the company, even though a proper baseline comparison is missing. | pt_PT |
| dc.identifier.tid | 202793010 | pt_PT |
| dc.identifier.uri | http://hdl.handle.net/10362/143099 | |
| dc.language.iso | eng | pt_PT |
| dc.relation | Nova School of Business and Economics | |
| dc.subject | Data-drivendecision making | pt_PT |
| dc.subject | Outsystems | pt_PT |
| dc.subject | Account selection | pt_PT |
| dc.subject | Business-to-business (B2b) | pt_PT |
| dc.subject | Machine learning | pt_PT |
| dc.title | Selecting accounts in A B2B context: a data-driven approach | pt_PT |
| dc.type | master thesis | |
| dspace.entity.type | Publication | |
| oaire.awardNumber | UID/ECO/00124/2013 | |
| oaire.awardTitle | Nova School of Business and Economics | |
| oaire.awardURI | info:eu-repo/grantAgreement/FCT/6817 - DCRRNI ID/UID%2FECO%2F00124%2F2013/PT | |
| oaire.fundingStream | 6817 - DCRRNI ID | |
| project.funder.identifier | http://doi.org/10.13039/501100001871 | |
| project.funder.name | Fundação para a Ciência e a Tecnologia | |
| rcaap.rights | openAccess | pt_PT |
| rcaap.type | masterThesis | pt_PT |
| relation.isProjectOfPublication | 644a3f4f-817b-4d0d-aba6-f98cdca28bc7 | |
| relation.isProjectOfPublication.latestForDiscovery | 644a3f4f-817b-4d0d-aba6-f98cdca28bc7 | |
| thesis.degree.name | A Work Project, presented as part of the requirements for the Award of a Masters Degree in Finance from the NOVA – School of Business and Economics | pt_PT |