Concepedia

Prescriptive Sales Analytics

Prescriptive Sales Analytics is a form of advanced sales analytics that, as a decision-support methodology, prescribes optimal actions for achieving desired sales outcomes by leveraging data-driven models, optimization techniques, and scenario simulations to recommend specific strategies beyond mere prediction or description.

7

Publications

229

Citations

20

Authors

10

Institutions

Publications per year

2017–2026

5

Parents

Publications

7

Believing in Analytics: Managers’ Adherence to Price Recommendations from a DSS

Felipe Caro, Anna Sáez de Tejada Cuenca · Manufacturing & Service Operations Management · 2023 · 62 citations · Full text

, , +12

Predictive and Prescriptive Analytics for Location Selection of Add‐on Retail Products

Teng Huang, David Bergman, Ram D. Gopal · Production and Operations Management · 2019 · 43 citations

, , +15

Dynamic Pricing for New Products Using a Utility-Based Generalization of the Bass Diffusion Model

Koray Cosguner, P.B. Seetharaman · Management Science · 2022 · 36 citations

, , +16

Prescriptive Analytics for Allocating Sales Teams to Opportunities

Ban Kawas, Mark S. Squillante, Dharmashankar Subramanian et al. · 2013 · 28 citations

, , +16

An Information System for Sales Team Assignments Utilizing Predictive and Prescriptive Analytics

Johannes Kunze von Bischhoffshausen, Markus Paatsch, Melanie Reuter-Oppermann et al. · 2015 · 22 citations

, , +17

1–5 of 7

Authors

20

  1. FC
    Felipe Caro

    University of California, Los Angeles, United States

    2 publications · 82 citations

    2

    h-index

  2. DB
    David Bergman

    University of Connecticut, United States

    1 publications · 43 citations

    1

    h-index

  3. BK
    Ban Kawas

    Lehigh University, United States

    1 publications · 28 citations

    1

    h-index

  4. MP
    Markus Paatsch

    Karlsruhe Institute of Technology, Germany

    1 publications · 22 citations

    1

    h-index

  5. ED
    Elif Doğu

    Galatasaray University, Türkiye

    1 publications · 18 citations

    1

    h-index

1–5 of 20

Institutions

10

  1. IESE Business School

    Barcelona, Spain

    2 h-index

    2 publications

    82 citations

  2. University of California, Los Angeles

    Los Angeles, United States

    2 h-index

    2 publications

    82 citations

  3. Indian Institute of Management Udaipur

    Udaipur, India

    1 h-index

    1 publications

    43 citations

  4. Galatasaray University

    Istanbul, Türkiye

    1 h-index

    3 publications

    54 citations

  5. Universidad de Navarra

    Pamplona, Spain

    1 h-index

    1 publications

    20 citations

  6. Washington University in St. Louis

    St Louis, United States

    1 h-index

    1 publications

    36 citations

  7. Indiana University Bloomington

    Bloomington, United States

    1 h-index

    1 publications

    36 citations

  8. Karlsruhe Institute of Technology

    Karlsruhe, Germany

    1 h-index

    5 publications

    110 citations

1–8 of 10

Venues

  1. INFORMS Journal on Optimization

    1 publications · 20 citations

    1

    h-index

  2. Management Science

    1 publications · 36 citations

    1

    h-index

  3. Journal of Intelligent & Fuzzy Systems

    1 publications · 18 citations

    1

    h-index

  4. Production and Operations Management

    POMS · 1 publications · 43 citations

    1

    h-index

  5. Manufacturing & Service Operations Management

    1 publications · 62 citations

    1

    h-index

1–5