Optimising lead qualification through machine learning: A customer data-driven approach Helen Josephine V L, Vasudevan Moorthy, Chandana Sai, Bindhia Joji Applied Marketing Analytics, 2024 Lead generation is the process of turning an outside person or business into a customer of the business. Traditionally, marketing personnel must conduct significant follow-ups in order to convert even one potential consumer. Converting bad client leads can cause businesses to burn through cash reserves. As a result of this, it is now necessary to develop an automated system that can correctly anticipate whether or not a lead should be explored (converted to a customer or not). In this study, an attempt is made to evaluate historical data for leads produced by other businesses in order to train and validate a machine learning (ML)/deep learning (DL) model and test it against real-world characteristics to categorise them as hot leads (convert to customers) or cold leads (failed leads). This can be achieved by employing ML algorithms, low code–no code libraries, such as PyCaret in Python, and can be used to make predictions regarding probable lead creation, propensity to convert generated leads and optimal actions on the leads by communications teams. Supervised ML algorithms such as logistic regression, decision trees, random forests and other models using a Python library were built to score leads for identifying potential conversions. With good and broad lead-scoring models in place, businesses can optimise their CTI actions on the basis of lead prioritisation and let go of non-prospect leads at the right time to cut costs and enable efficiency. The result of this study reveals that 52 per cent of the sample of 74,779 leads are cold leads and 48 per cent are hot leads that are sales qualified. The leads are qualified using the lead score matrix. This method can aid digital businesses to remove unqualified leads and manage leads better, and therefore improve the quality of the leads sent to clients. This, in turn, will improve conversion rates for individual customers. These increased conversion rates will enhance the business strategy of digital marketing firms.
Affiliate Marketing and the Symbiotic Relationship in the Pharma Industry Pharma Marketing and Pharmacoeconomics Opportunities Challenges and the Way Forward, 2024
The use of self-protective measures to prevent COVID-19 spread: an application of the health belief model Vasudevan Moorthy, Subburaj Alagarsamy, Sangeeta Mehrolia, S. Jeevananda Psychology Health and Medicine, 2023 This study uses a health belief model to examine the preventive behavioral orientation or self-protective measures adopted by people in the face of the current COVID-19 pandemic. A total of 603 participants were selected from the city of Bangalore, India. The data was collected through an online survey with participants' age varying between 17 and 54 and mean as 23 years (SD = 4.32). The findings revealed that perceived barrier has significant negative impact, while perceived threat, perceived consequences, perceived benefits, community and individual self-efficacy, and general health cues have a positive influence on an individual's intention to follow self-protective measures against COVID-19. Based on the constructs of the health belief model, this study proposes multiple health-related interventions to reduce the spread of COVID-19.
Will Users Continue Using Banking Chatbots? The Moderating Role of Perceived Risk Sangeeta Mehrolia, Subburaj Alagarsamy, Vasudevan Moorthy, Jeevananda S. Fiib Business Review, 2023 AI-powered chatbots have become game-changers for the financial industry. They enable banks to boost customer engagement and improve operational efficiency by lowering the traditional cost of customer support. This study analyses the impact of perceived service quality dimensions on user confirmation, satisfaction and use continuance. The present study also analyses the moderating effect of perceived risk on the relationship between user confirmation, satisfaction and chatbots use continuance. A total of 447 customers, all residing in the Indian city of Bengaluru and having recently used banking chatbot services, were surveyed. Partial least squares structural equation modelling is used to examine the relationships between the variables used in the study. Findings from the study show that all five chatbot service quality dimensions (reliability, interactivity, assurance, responsiveness and understandability) significantly impact the user’s post-use confirmation, influencing their satisfaction and continuance behaviour. Perceived risk negatively moderates the relationship between user confirmation and user satisfaction. Chatbot service developers and e-service providers can leverage these findings to understand user expectations from chatbots. They will also be helpful to other service sectors, such as insurance, travel and tourism, hospitality and healthcare.
Investigating Factors in Quality of Work-life in Indian Garment Industry at Bangalore Thailand and the World Economy, 2022
Nudging children towards a sustainable toy story J Banerjee, P Kiran, M Vasudevan, VK Kishore Perspectives in Agile Sustainable Practices and Business Value, 25-32 , 2025 2025
Privacy over instant messaging platforms: are users making the right decisions? J Banerjee, P Kiran, SVK Kishore, M Vasudevan International Journal of Public Sector Performance Management 16 (3), 367-385 , 2025 2025
Influence of advertisement's controversial element and emotional appeal on customer intention to buy P Kiran, J Banerjee, M Vasudevan, SVK Kishore International Journal of Business and Globalisation 39 (3-4), 415-441 , 2025 2025
Affiliate Marketing and the Symbiotic Relationship in the Pharma Industry J Banerjee, P Kiran, M Vasudevan, SVK Kishore Pharma Marketing and Pharmacoeconomics, 53-70 , 2024 2024 Citations: 1
The use of self-protective measures to prevent COVID-19 spread: an application of the health belief model V Moorthy, S Alagarsamy, S Mehrolia, S Jeevananda Psychology, Health & Medicine 28 (10), 2977-2992 , 2023 2023 Citations: 7
Visual encoding of nudge influencers and exploring their effect on sustainable consumption among children J Banerjee, V Moorthy, P Kiran, SVK Kishore, E Ekiz, R Chatterjee Cleaner and Responsible Consumption 9, 100111 , 2023 2023 Citations: 10
Will users continue using banking chatbots? The moderating role of perceived risk S Mehrolia, S Alagarsamy, V Moorthy, S Jeevananda FIIB Business Review, 23197145231169900 , 2023 2023 Citations: 51
Investigating the Impact of Emotional Contagion on Customer Attitude, Trust and Brand Engagement: A Social Commerce Perspective. V Moorthy, P Kiran, J Banerjee, KK SV International Journal of Electronic Commerce Studies 13 (3) , 2022 2022 Citations: 15
Moderation of Income and Age SVK Kishore, P Kiran, J Banerjee, M Vasudevan Achieving $5 Trillion Economy of India: Proceedings of 11th Annual … , 2022 2022
Moderation of income and age on customer purchase intention of green cosmetics in Bangalore SV Krishna Kishore, P Kiran, J Banerjee, M Vasudevan Achieving $5 Trillion Economy of India: Proceedings of 11th Annual … , 2022 2022 Citations: 10
Post pandemic school reluctance–Do children require attention, support, and intervention? J Banerjee, M Vasudevan, KK SV, P Kiran Asian Journal of Psychiatry 67, 102940 , 2021 2021 Citations: 8
Battle fatigue of Covid 19 warriors–Heal the healers M Vasudevan, S Mehrolia, S Alagarsamy Journal of Affective Disorders 294, 477 , 2021 2021 Citations: 4
Can bot be my mental health therapist?-A pandemic panorama M Vasudevan, S Alagarsamy, S Mehrolia, S Jeevananda Journal of psychiatric research 134, 30-31 , 2021 2021 Citations: 3
Factors influencing association of intermediaries in the supply chain of consumer healthcare brands AS Suresh, M Vasudevan, S VINOD Journal of Distribution Science 19 (1), 105-113 , 2021 2021 Citations: 2
Work from home in the pandemic era: Loss of mental equilibrium? M Vasudevan, S Mehrolia, S Alagarsamy, AK Balachandran Elsevier Science , 2021 2021 Citations: 14
WITHDRAWN: An empirical observation of factors leading to subscription of EdTech services P Kiran, SVK Kishore, J Banerjee, M Vasudevan Materials Today: Proceedings , 2020 2020 Citations: 5
Influence Of Antecedents Of Restaurant Authenticity On Customer Perception Towards Ethnic Restaurants KKSV Vasudevan M, Prabha Kiran, Jayanta Banerjee International Journal of Advanced Science and Technology 29 (11), 682-689 , 2020 2020
The Mediating effect of brand equity on the relationship between social media marketing and consumer response JB VASUDEVAN M, PRABHA KIRAN JOURNAL OF XI'AN UNIVERSITY OF ARCHITECTURE & TECHNOLOGY 7 (3) , 2020 2020 Citations: 5
Investigating the Antecedents of Customer Citizenship Behaviour. JB VASUDEVAN M, PRABHA KIRAN Adalya Journal 8 (10), 178-184 , 2019 2019
Impact of promotional strategies of hypermarkets M Vasudevan, VM Senthilkumar Asian Journal of Management 8 (3), 531-534 , 2017 2017 Citations: 5
MOST CITED SCHOLAR PUBLICATIONS
Will users continue using banking chatbots? The moderating role of perceived risk S Mehrolia, S Alagarsamy, V Moorthy, S Jeevananda FIIB Business Review, 23197145231169900 , 2023 2023 Citations: 51
Investigating the Impact of Emotional Contagion on Customer Attitude, Trust and Brand Engagement: A Social Commerce Perspective. V Moorthy, P Kiran, J Banerjee, KK SV International Journal of Electronic Commerce Studies 13 (3) , 2022 2022 Citations: 15
Work from home in the pandemic era: Loss of mental equilibrium? M Vasudevan, S Mehrolia, S Alagarsamy, AK Balachandran Elsevier Science , 2021 2021 Citations: 14
Brand awareness of ‘generation y’customers towards doughnut retail outlets in India VMS MVasudevan Journal of Business and Retail Management Research 11 (4) , 2017 2017 Citations: 11
Visual encoding of nudge influencers and exploring their effect on sustainable consumption among children J Banerjee, V Moorthy, P Kiran, SVK Kishore, E Ekiz, R Chatterjee Cleaner and Responsible Consumption 9, 100111 , 2023 2023 Citations: 10
Moderation of income and age on customer purchase intention of green cosmetics in Bangalore SV Krishna Kishore, P Kiran, J Banerjee, M Vasudevan Achieving $5 Trillion Economy of India: Proceedings of 11th Annual … , 2022 2022 Citations: 10
Post pandemic school reluctance–Do children require attention, support, and intervention? J Banerjee, M Vasudevan, KK SV, P Kiran Asian Journal of Psychiatry 67, 102940 , 2021 2021 Citations: 8
The use of self-protective measures to prevent COVID-19 spread: an application of the health belief model V Moorthy, S Alagarsamy, S Mehrolia, S Jeevananda Psychology, Health & Medicine 28 (10), 2977-2992 , 2023 2023 Citations: 7
WITHDRAWN: An empirical observation of factors leading to subscription of EdTech services P Kiran, SVK Kishore, J Banerjee, M Vasudevan Materials Today: Proceedings , 2020 2020 Citations: 5
The Mediating effect of brand equity on the relationship between social media marketing and consumer response JB VASUDEVAN M, PRABHA KIRAN JOURNAL OF XI'AN UNIVERSITY OF ARCHITECTURE & TECHNOLOGY 7 (3) , 2020 2020 Citations: 5
Impact of promotional strategies of hypermarkets M Vasudevan, VM Senthilkumar Asian Journal of Management 8 (3), 531-534 , 2017 2017 Citations: 5
Battle fatigue of Covid 19 warriors–Heal the healers M Vasudevan, S Mehrolia, S Alagarsamy Journal of Affective Disorders 294, 477 , 2021 2021 Citations: 4
Can bot be my mental health therapist?-A pandemic panorama M Vasudevan, S Alagarsamy, S Mehrolia, S Jeevananda Journal of psychiatric research 134, 30-31 , 2021 2021 Citations: 3
Factors influencing association of intermediaries in the supply chain of consumer healthcare brands AS Suresh, M Vasudevan, S VINOD Journal of Distribution Science 19 (1), 105-113 , 2021 2021 Citations: 2
MARKETING MIX: A REVIEW ON THE ‘P’S OF MARKETING DVMS m.vasudevan INTERNATIONAL JOURNAL OF RESEARCH IN COMMERCE, IT & MANAGEMENT 3 (09), 37-39 , 2013 2013 Citations: 2
Affiliate Marketing and the Symbiotic Relationship in the Pharma Industry J Banerjee, P Kiran, M Vasudevan, SVK Kishore Pharma Marketing and Pharmacoeconomics, 53-70 , 2024 2024 Citations: 1
Customer Perception on out of Home Advertisements M Vasudevan, VM Kumar Asian Journal of Research in Business Economics and Management 7 (5), 53-58 , 2017 2017 Citations: 1
Nudging children towards a sustainable toy story J Banerjee, P Kiran, M Vasudevan, VK Kishore Perspectives in Agile Sustainable Practices and Business Value, 25-32 , 2025 2025
Privacy over instant messaging platforms: are users making the right decisions? J Banerjee, P Kiran, SVK Kishore, M Vasudevan International Journal of Public Sector Performance Management 16 (3), 367-385 , 2025 2025
Influence of advertisement's controversial element and emotional appeal on customer intention to buy P Kiran, J Banerjee, M Vasudevan, SVK Kishore International Journal of Business and Globalisation 39 (3-4), 415-441 , 2025 2025