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Organizational Learning Supported by Machine Learning Models Coupled with General Explanation Methods: A Case of B2B Sales Forecasting

Author

Listed:
  • Bohanec Marko

    (Salvirt, Ltd, Dunajska 136, 1000Ljubljana, Slovenia)

  • Robnik-Šikonja Marko

    (University of Ljubljana, Faculty of Computer and Information Science, Večna pot 113, 1000 Ljubljana, Slovenia)

  • Kljajić Borštnar Mirjana

    (University of Maribor, Faculty of Organizational Sciences, Kidričeva 55a, 4000 Kranj, Slovenia)

Abstract

Background and Purpose: The process of business to business (B2B) sales forecasting is a complex decision-making process. There are many approaches to support this process, but mainly it is still based on the subjective judgment of a decision-maker. The problem of B2B sales forecasting can be modeled as a classification problem. However, top performing machine learning (ML) models are black boxes and do not support transparent reasoning. The purpose of this research is to develop an organizational model using ML model coupled with general explanation methods. The goal is to support the decision-maker in the process of B2B sales forecasting.

Suggested Citation

  • Bohanec Marko & Robnik-Šikonja Marko & Kljajić Borštnar Mirjana, 2017. "Organizational Learning Supported by Machine Learning Models Coupled with General Explanation Methods: A Case of B2B Sales Forecasting," Organizacija, Sciendo, vol. 50(3), pages 217-233, August.
    • Handle: RePEc:vrs:organi:v:50:y:2017:i:3:p:217-233:n:8
    DOI: 10.1515/orga-2017-0020
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