LSI based profitability prediction of new customers

This study investigates the impact of website information from existing business customers of a company on the prediction of the profitability of new business customers. Estimating the profitability of new customers is a well-known problem in acquisition management. Thus, the results of this study can be used to advance the acquisition process of a company. A methodology is provided and the acquisition process of a mail order company is supported by use of this methodology. This case study shows that information of existing customers' websites can be used as successful classifier by modeling the profitability prediction. Thus, new profitable business customers can be acquired by the company.