Sales · Predictive churn model built on transaction histories and implemented/tested in a field experiment.
Effective Implementation of Predictive Sales Analytics
Journal of Marketing Research · 2023
Summary
Publisher abstract reports development of a predictive churn model and implementation in a field experiment; the study evaluates implementation effectiveness, not merely predictive accuracy.
For your marketing
Possible founder application
Use as a mechanism or sales-process design reference. Validate the relationship in your own deal size, buying committee and sales cycle.
Reported result
What the study found
Publisher abstract reports development of a predictive churn model and implementation in a field experiment; the study evaluates implementation effectiveness, not merely predictive accuracy.
Research question
What the authors investigated
How can predictive sales analytics be effectively implemented to improve customer outcomes?
Design
Predictive churn model built on transaction histories and implemented/tested in a field experiment.
Sample and setting
9.7 million transactions from a B2B company; salespeople/customers in predictive-sales-analytics implementation.
Scope and transfer
Limitations to keep in view
Single B2B company and implementation context; publisher snippet does not warrant transfer to all sales organizations.
Research sources
Publisher page/search result explicitly states 9.7 million B2B transactions, predictive churn model and field experiment. Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.