Dissertations / Theses on the topic 'Human Resource Analytics'
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Vargas, Roslyn. "Adoption Factors Impacting Human Resource Analytics Among Human Resource Professionals." NSUWorks, 2015. http://nsuworks.nova.edu/hsbe_etd/5.
Full textEtukudo, Rosaline Uduak. "Strategies for Using Analytics to Improve Human Resource Management." ScholarWorks, 2019. https://scholarworks.waldenu.edu/dissertations/6557.
Full textGustafsson, Daniel. "Business Intelligence, Analytics and Human Capital: Current State of Workforce Analytics in Sweden." Thesis, Högskolan i Skövde, Institutionen för kommunikation och information, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:his:diva-6034.
Full textvan, Niekerk Roelien. "The nature and value of recruitment and talent management analytics : a systematic literature review." Diss., University of Pretoria, 2016. http://hdl.handle.net/2263/60526.
Full textDissertation (MCom)--University of Pretoria, 2016.
Marketing Management
MCom
Unrestricted
Peres, Alexandre Ricardo. "Gestão de human resources analytics: eficácia, criação de conhecimento e alinhamento com tecnologia da informação." Universidade de São Paulo, 2018. http://www.teses.usp.br/teses/disponiveis/3/3136/tde-01112018-120932/.
Full textHuman Resources Analytics (HR Analytics) is not a recent activity, but it is getting relevance in Human Resources (HR) literature and in the professional environment. Compound this scenario pressures brought by the advances in processing and analysis capacity that Information Technology (IT) currently offers and by the increasing requirement over the HR strategy to be more connected to that of the line of business. The literature points out factors that still need to be better explored so that the development of the theme \"HR Analytics\" can be better understood in academic and professional environments, such as the contribution of analytical knowledge in HR, efficiency in the application of IT resources and the connection of strategic HR formulation with line-of-business and IT strategies. These factors seem to be related to how HR intelligence is developed through HR Analytics, a scenario in which knowledge creation and alignment with IT play a central role. Presented this scenario, this research aims to identify how the process of knowledge creation and the context of alignment between IT and HR take place in Brazilian companies that practice HR Analytics. For this, case studies were conducted with five companies through assessment forms and semi-structured interviews. The data were provided by HR leaders and members of the HR Analytics business process. The results point to differences between how HR leaders and Business Partners seek to create value through HR Analytics. This observation seems to highlight attention to the synergy of efforts, so each field of interactions could reach its objectives; such as the importance of unifying concepts and strategic direction in HR. Thus, the development of the maturity of HR Analytics seems to be connected to these factors, as well as the influence of the ways of technological development chosen by HR.
Detton, Alan James. "The Creation of a 3D Interactive Human Neural Development Resource and Its Evaluation Through a Video Analytic Usability Study." The Ohio State University, 2012. http://rave.ohiolink.edu/etdc/view?acc_num=osu1337966847.
Full textWanyoto, Kenneth. "A diagnostic model for adoption of human resources analytics in local subsidiaries : study focused on multi-national enterprises (MNEs) in Sub-Saharan Africa." Diss., University of Pretoria, 2017. http://hdl.handle.net/2263/59801.
Full textMini Dissertation (MBA)--University of Pretoria, 2017.
ms2017
Gordon Institute of Business Science (GIBS)
MBA
Unrestricted
Stenborg, Vera, and Louise Högren. "“People analytics kan jämföras med tonårssex: alla pratar om det, ingen har gjort det och ingen vet hur man ska göra” : En kvalitativ studie om hur svenska praktiker upplever people analytics." Thesis, Linköpings universitet, Informatik, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-159325.
Full textField, James G. "A SENSITIVITY ANALYSIS FOR RELATIVE IMPORTANCE WEIGHTS IN THE META-ANALYTIC CONTEXT: A STEP TOWARDS NARROWING THE THEORY-EMPIRICISM GAP IN TURNOVER." VCU Scholars Compass, 2017. http://scholarscompass.vcu.edu/etd/4734.
Full textWhitman, Daniel S. "Emotional Intelligence and Leadership in Organization: A Meta-analytic Test of Process Mechanisms." FIU Digital Commons, 2009. http://digitalcommons.fiu.edu/etd/113.
Full textRitter, Andrea Fernandes Rodrigues. "The impact of technological era in human resource management." Master's thesis, 2016. http://hdl.handle.net/10362/18654.
Full textKangala, Dakalo. "An investigation of critical success factors for leveraging human resource analytics in a South African telecommunications organisation." Thesis, 2019. https://hdl.handle.net/10539/28432.
Full textAdvances have been made in the usage of analytics in decision making within business units such as finance and marketing. However, this is not apparent within the human resources unit, rather the use of analytics in human resources is a relatively new area of practice and research. Human Resources Analytics is designated as an evidence-based approach for making better decision on the people side of business and consists of an array of tools and technologies, ranging from simple reporting of human resources metrics all the way to predictive analytics, all of this contributing to the evolution of the role of human resources. The need for more human resources analytics research together with the practical application guidelines in the telecommunications industry provides the rationale for this study. This research set out to discover the ways in which human resources analytics can be applied in the human resources arena, to investigate the factors that will assist in crafting human resources into a decision science that will contribute tangibly to the performance of the organisation. This research explores the presence of human resources analytics using a qualitative approach, a purposively selected sample of thirteen individuals with experience in human resources working for a South African telecommunications organisation were interviewed using a semi-structured questionaire. Data gathered has assisted in revealing an understanding the level of practical application of analytics within the human resources discipline in the telecommunications industry. Furthermore, the research findings propose that; defining an approach to HR Analytics, establishing the true value of HR analytics and identifying the HR business problem to be solved by HR Analytics are critical factors for leveraging HR Analytics. A conceptual framework based on the assumptions from literature review as well as the practical inputs from respondents has been proposed to support in the planning of HR Analytics strategy or projects.
M T 2019
Xavier, Paulo Ricardo Plath. "Descoberta de conhecimento accionável sobre os comportamentos geradores de risco operacional de colaboradores de uma instituição bancária." Master's thesis, 2013. http://hdl.handle.net/10362/10517.
Full textÉ desenvolvida uma análise exploratória com o intuito de entender a dinâmica dos comportamentos de incumprimento processual dos gestores de conta de uma instituição bancária, explicar as razões e origem desses comportamentos propondo medidas que conduzam à sua redução. São para esse efeito usados modelos supervisionados e não supervisionados, tendo-se identificado padrões que explicam os comportamentos alvo e simulada a aplicação de uma medida avaliando o seu impacto e efeitos secundários.
An exploratory analysis is performed aiming to understand the dynamics of non compliant behaviours of banking account managers on the regulatory standards , exposing the origin of those behaviours and proposing measures that might reduce the occurrence of those behaviour. For that purpose supervised and unsupervised models are applied, having identified patterns that explain the behaviours under analysis, simulating the impact and side effects for one of the proposed measures.
Molefe, Masenyane. "From data to insights : HR analytics in organisations." Diss., 2013. http://hdl.handle.net/2263/40644.
Full textDissertation (MBA)--University of Pretoria, 2013.
zkgibs2014
Gordon Institute of Business Science (GIBS)
MBA
Unrestricted
Kuo, Li-Fang, and 郭麗芳. "Applying data warehouse and on-line analytic processing techniques on human resource management." Thesis, 2004. http://ndltd.ncl.edu.tw/handle/50229450298370823662.
Full text國立中山大學
人力資源管理研究所
92
For being in this changed rapidly new economic era, network technology has brought significant reform for enterprise operational mode, human resource information system has developed with the advantage of information technology, and become a necessary manage instrument gradually, adopt systematic and statistical analyze mode, collocated to display with visional graphic table (such as analytic form or statistic sketch), let high-level and human resource chief be capable of scientific and specific policy assistant data. Data Warehouse is a new technology for data storage, within the data warehouse not only could compile data, even more proceed to decompose、merge and intersect in different range and layer, and then utilizing the function of On-Line Analytical Processing (OLAP) or Data Mining to obtain one step ahead of information, providing applicable message for policy maker. Therefore, in recent year, data warehouse has become the main data source of Decision Support System (DSS) gradually. This research attempts to establish a data warehouse fledgling model for human resource management, providing the basic requirement for rapidly inquire related statistic data for policy maker, and extract data from human manage information system data base, establish a related multiple dimension data model. And apply the technology of Data Warehouse and OLAP, via Internet, policy maker could depends on his requirement inquiring related statistic data elastically and rapidly, and enhance the quality and time effectiveness of decision. This research could establish the systematic benefits as below: Ⅰ.Provide convenience to inquire data: via mouse proceed dragging action, rapidly and time effectively let user operate conveniently in data inquiring procedure. Ⅱ.Multi-dimensional analyze data: owing to OLAP could support multi-dimensional inquire, and makes different intersect analyze and variation comparison, could let the manager make decision reference material more explicitly. Ⅲ.Obtain necessary information elastically: could depend on user’s requirement, arbitrarily change dimension, obtain necessary information, increase user’s inquiring elasticity. Ⅳ.Via network medium access: establishing the base system by web-base, via network and browser could forward to inquire, enhance the system’s mobility and convenience. Ⅴ.Function of data base examination: through OLAP statistic outcome, could reach examine database correctly and completely.
Lo, Hsin-I., and 羅欣怡. "Constructing Performance Evaluation Idicators for the Human Resource Information System–Using Analytic Network Process." Thesis, 2012. http://ndltd.ncl.edu.tw/handle/14896500964865135327.
Full text中原大學
資訊管理研究所
100
The human requirement needs more and more when enterprise towards internationalization and diversification. How an enterprise expands efficiently the human resource management functions, and the enterprise can tend to a competitive advantage if human resource management is done well. Therefore, Human Resource Information System (HRIS) integrating information technology and human resource management plays an important role in enterprises. In recent years, most of the scholars emphasize to research benefits and the critical success factors for HRIS, but they rarely evaluate the usage condition after HRIS implementation. Actually, enterprises need a suitable method for performance evaluation, so as to evaluate the performance of HRIS implementation. Therefore, the study is based on the DeLone and McLean (2003) proposed information system success model, and developing performance evaluation indicators related HRIS by four architectures such as system quality, information quality, service quality in IT personnel, and the benefits produced by HRIS operation. Finally, the study integrates and filters fifteen performance evaluation indicators through literatures and expert opinions, such that fifteen items will be the performance indicators of HRIS set and evaluation. In addition, the study considers that all are group and correlation between each evaluation indicators, so as to use ANP (Analytic Network Process) method to set up the performance evaluation model, and hope that enterprises can use the practical performance evaluation indicators and weights set by the study to be a HRIS performance evaluation scale, so as to evaluate the performance of HRIS. As a result, the system shortage can be improved and the system superiority can be strengthened after the advantages or disadvantages of the system are recognized, so the purpose for system satisfaction upgraded will be achieved.
Vidotto, Bruno Cassanta. "Identifying and characterizing employee groups by turnover risk using predictive analytics." Master's thesis, 2021. http://hdl.handle.net/10362/118203.
Full textThis project presents a predictive analytics project developed in a European multinational to understand and predict the turnover of its employees. It analyses the Human Resources current challenges, such as the increasing global competition for talent, where players compete for scarce skillsets such as technology and data science, and the new strategies necessary to deal with this scenario. The study explores the literature review of these contextual matters and of the studies of variables that influence turnover, generating insights and input for applying techniques aligned with the new mindset of identifying ‘flight-risk’ groups and developing targeted actions instead of only one-size-fits-all solutions. The project gathered data from different sources of the organization, designed variables, based on a literature review and internal brainstorms, treated data quality issues, transformed the data and applied three different machine learning algorithms to develop a classification predictive model. The study evaluated 46 input variables and selected a set of 26 that had higher impact on the turnover which were used in the models. Finally, it applied clustering techniques to divide employees in clusters, and identified two containing more extreme turnover behaviors (“Loyal” and “Flight risk”) and described them accordingly to their main characteristics contributing with practical insights to support potential decisions.
Lee, Tsai-Chin, and 李彩琴. "Research on the Human Resource Competency Model Indicators by Using Fuzzy Analytic Hierarchy Process Method." Thesis, 2018. http://ndltd.ncl.edu.tw/handle/n85wx6.
Full textJu, Chuen-Er, and 朱春娥. "Using Fuzzy Analytical Hierarchy Process on Human Resource planning - A Case Study of TAIPOWER." Thesis, 2010. http://ndltd.ncl.edu.tw/handle/19940140897492280760.
Full text大葉大學
工學院碩士在職專班
98
Due to the decline of the global economy and decay of enterprise growth and economic development, resulting pressures on government owned companies have become of increasing public concern and debate. Facing elected officials and taxpayer’s expectations, government owned companies needs to improve company reputation, ownership relations, customer service and the company’s balance sheet. Therefore, the question becomes how does a government owned enterprises or other organizations, achieve these objectives recognizing " human resource" is the most precious resource and source of any company’s core competitiveness. The purpose of this research, is to study related literature and application, then using the Fuzzy analytical hierarchical process to analyze the Taiwan Power Company’s current manpower and prioritize the weights of those factors found in human resource planning and management, and then explore the older aged employees’ strengths and characteristics, then to compare findings to the manpower structure and finally to develop avenues by which to achieve higher performance for the enterprise and make correct human resource acquisition and placement policy. The results show that executive personnel and first line supervisors have different views on the importance of human resources planning from four principal views; (1) Adjust manpower structure, (2) Improve manpower efficiency, (3) Motivation and human resources development and (4) Change staff attitudes. The views of the high-level managers verses those of the first line supervisor differ from one another with regard to human resource planning. Management is interested in total management and performance appraisal, whereas, the supervisors are interested in attaining sufficient number of personnel and actual manpower placement. These two different viewpoints and the weights of those factors can help a company to make strategic human resources planning, implementation, budget allocation, and performance appraisals. The results of this research will allow enterprises to effectively manage employees and labor unions to achieve the optimal human resource planning, allocation and implementation.
Wang, Shan-Ruei, and 王善睿. "The Study on the Roles of Human Resource Top Manager: Application of the Analytic Hierarchy Process." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/39085441142060337092.
Full text國立中山大學
人力資源管理研究所
99
The function of human resource in business is changing. For this reason, the tasks of human resource top managers become much more complicated as well. Therefore, the purpose of this thesis is to seek and rank the roles of the human resource top manager. In this study, the framework of human resource top manager’s roles is adapted from Schuler(1990). It becomes a five-role framework of the human resource top manager: business person, shaper of change, partner to line, strategy formulator and implementer, and talent manager. In order to elaborate the five roles, each role has added three to four particular activities. Through applying the Analytical Hierarchy Process to gather the opinions of 19 human resource top managers and analyzing the data, it can rank the five roles as below: strategy formulator and implementer, partner to line, talent manager, shaper of change, and business person. Furthermore, the ranks will change depends on the different of industries, business scales, and the ownership. From this study, it suggests that the human resource top manager should adjust his/ her roles according to the scenarios. Also, the chef of the business can peek the human resource top manager by evaluating the candidates’ ability to play these five roles.
Queiroz, Ana Catarina Costa Dias. "People analytics - flight risk." Master's thesis, 2020. http://hdl.handle.net/10451/45153.
Full textNos últimos anos, tem-se vindo a registar um aumento da rotatividade laboral. Efectuar uma avaliação adequada aos riscos associados à rotatividade dos colaboradores, pode contribuir para a diminuição dos custos associados às novas contratações e evitar a perda de produtividade da organização. Nesse sentido, com este trabalho pretende-se, como objectivo global, criar um modelo capaz de prever antecipadamente as saídas voluntárias dos colaboradores, com o recurso a metodologia de Human Resources Analytics (HRA), que corresponde ao conjunto de competências, tecnologias e práticas que permite aos Recursos Humanos (RH), com base na exploração de dados, fornecer insights de suporte à tomada de decisão, na gestão e resolução de desafios de negócio. Como tal, pretende-se criar dois modelos distintos de previsão de saída dos colaboradores, através do uso de modelos de regressão logística e de árvores de decisão. Estas metodologias permitem, através de um conjunto de variáveis independentes, prever a rescisão voluntária do contrato de trabalho. Para além disso, é possível averiguar qual é a variável que tem o maior ganho de informação no modelo. Para a construção dos modelos, a variável resposta é definida como a vinculação, ou não, de um colaborador à empresa, consoante as variáveis que melhor caracterizam o seu perfil. Por neste trabalho se ter assumido o propósito de identificar e quantificar os colaboradores que pretendem rescindir o contrato de trabalho, está-se perante a um modelo de classificação. Desta forma, são estabelecidas duas amostras distintas, de treino e de teste. Assim, o conjunto de observações da amostra de teste nunca irá influenciar a construção do modelo e, por sua vez, é possível testar e avaliar a capacidade discriminatória do mesmo. O melhor modelo obtido foi através do uso da regressão logística, que permitiu predizer corretamente todas as observações em 74,71%, sendo a variável idade aquela que tem maior importância no modelo.
In recent years, there has been an increase in labor turnover. Carrying out an adequate assessment of the risks associated with employee turnover may contribute to the reduction of costs associated with new hires and avoid the loss of productivity of the organization. In this sense, the overall objective of this work is to create a model capable of predicting in advance the voluntary departures of employees, using the Human Resources Analytics methodology, which corresponds to the set of skills, technologies and practices that allow Human Resources (HR), based on data exploration, to provide insights to support decision making, management and resolution of business challenges. As such, it aims to create two distinct models of employee exit forecasting, through the use of logistic regression models and decision trees. These methodologies allow, through a set of independent variables, the voluntary termination of the employment contract. In addition, it is possible to find out which variable has the greatest information gain in the model. For the construction of the models, the response variable is defined as the link, or not, of an employee to the company, depending on the variables that best characterize his/her profile. Since the purpose of this work is to identify and quantify the employees who intend to terminate the employment contract, this is a classification model. In this way, two distinct training and test samples are established. Thus, the set of observations in the test sample will never influence the construction of the model and, in turn, it is possible to test and evaluate its discriminatory capacity. The best model obtained was through the use of logistic regression, which allowed the correct prediction of all observations at 74.71%, the age variable being the one that has the greatest importance in the model.
Tang, Li-wu, and 唐立武. "An Analytical Hierarchy Process Approach Toward Human Resource Management Practices ─ A Case Study of TSMC & UMC." Thesis, 2009. http://ndltd.ncl.edu.tw/handle/86037288696418872709.
Full text國立成功大學
高階管理碩士在職專班
97
Taiwan Semiconductor industry has been developing into top industry in the world after 30 years continuous development and foundry manufacturing plays a key role to bring it rising and flourishing. In terms of business scope, TSMC & UMC have achieved top 1 & 2 statuses in the world after the toughest competitive. However, the business gap has been grown up between TSMC and UMC since 2000, therefore, this study intend to explore if TSMC and UMC employ different human resource practices. Human Resource Management Practices are various management activities of company to execute its strategies, which directly influence employee’s motivation and ability towards to providing products and services. Suitable human resource management practices lead company to create competitive advantage. A successful company requires many competitive advantages, and human resource management is the key criteria for the company. This study explores both two companies deliver the different opinions of human resource management strategies and practices on company-side or employee-side. Employee rewards is usually prior to other human resource management practices by companies to satisfy the physiological and safety needs according to Maslow’s hierarchy of needs. However, when physiological and safety needs get satisfied, the advanced needs such as love/belonging and esteem needs for employee relationship and self-actualization needs for job characteristic and training and development. Indeed, it is not surprised that both companies present different outcome whether in company-side or employee-side as it is not news in semiconductor field that both companies have different management style. This study just attempts to further explore the human resource management practices differences between both companies through the academic research.
Ribeiro, Inês da Cunha Varandas Alves. "Data mining methods in human resources management in Portugal : purposes, challenges and opportunities." Master's thesis, 2020. http://hdl.handle.net/10400.14/32081.
Full textHumans cannot absorb all the information available and predict all the consequences. Hence, implementing methods to extract knowledge from databases may guide in the decision-making process. The thesis aimed to study the purposes, the challenges and the opportunities that Data Mining methods offer to Human Resources Management. The empirical study was conducted between December of 2019 and March of 2020. Three large companies and one SME, in Portugal, were interviewed. Additionally, another secondary source was also included. Also, a Recruitment and Selection Case Study was conducted through an application of an algorithm step, the Gower’s Distance coefficient, in a real database. The findings will be used to promote understanding regarding the (1) purposes, (2) challenges, and (3) opportunities that may arise from the use of DM methods. From the empirical study was possible to understand that the application of DM methods in HRM is not a priority for most of the companies. To invest in more sophisticated methods, as DM methods, companies need to face privacy and ethical challenges and have an analytical team with people from different backgrounds. However, if companies achieve a set of requirements concerning data and monitor technological progress, the investment in data analytics will allow them to add value to each process and to keep continued growth in the market.
Silva, Beatriz Corrêa da. "Métodos Analíticos como fonte de valor na área de gestão de Recursos Humanos em empresas de consultadoria em Portugal." Master's thesis, 2021. http://hdl.handle.net/10362/121113.
Full textOs processos analíticos são um elemento-chave para o sucesso organizacional. Atualmente, a capacidade de analisar as informações das empresas fornece uma vantagem para qualquer departamento, nomeadamente para o departamento de Recursos Humanos. A revisão literária sobre o tema desta dissertação aponta fatores que precisam ser mais bem explorados e aperfeiçoados para que o desenvolvimento e implementação de processos analíticos nos RH possam ser aceites e melhor compreendidos, quer num contexto profissional, quer num contexto académico. Através dos processos analíticos de Recursos Humanos, surgirá um cenário em que a criação de conhecimento ocupa um papel central para toda a estrutura organizacional. Um dos fatores motivadores desta pesquisa é conseguir compreender que processos de análise de dados está a ser utilizado no departamento de Recursos Humanos nas consultoras em Portugal, como estas criam conhecimento, como o gerem e o impacto que estes processos têm nas áreas em que são postos em prática. Para isso, realizou-se um questionário junto destas empresas, para conseguir responder aos objetivos desta dissertação. Os dados foram obtidos por colaboradores de departamentos de RH, que utilizam processos analíticos nas suas funções. Os resultados demonstram as técnicas analíticas utilizadas, como é desenvolvido todo o processo de análise, assim como quais são as vantagens da realização das mesmas. Este estudo evidenciou a necessidade de potencializar mais os resultados destas análises que surgem dos departamentos de RH, permitindo ajudar de forma transversal os outros departamentos a atingir os seus objetivos, como também partilhar e evidenciar o impacto das tecnologias de informação nas organizações.
Analytical processes are a key element of the organizational success. Currently, the ability to analyze company information provides an advantage for any department, namely the Human Resources department. The literary review of this dissertation points out factors that need to be better explored and improved so that the development and implementation of analytical processes in HR can be accepted and better understood, both in a professional context and in an academic context. Through the Human Resources analytical processes, a scenario will arise in which the creation of knowledge plays a central role for the entire organizational structure. One of the motivating factors of this research is to be able to understand what data analysis processes are being used in the Human Resources department at consulting in Portugal, how they create knowledge, how they manage it and the impact that these processes have in the areas in which they are placed. For this, a questionnaire was carried out with consulting organizations, in order to answer the objectives of this dissertation. The data was obtained by employees of the HR departments that use analytical processes in their functions. The results demonstrate the analytical techniques used, how the entire analysis process is developed, as well as what are the advantages of performing it. This study highlighted the need to enhance the results of these analyzes that emerge from the HR departments, allowing to help other departments in a transversal way to achieve the organizational objectives, as well as to share and highlight the impact of information technologies in organizations.
Calixto, Nelito Cravid. "Predictive analysis for sales: A B2B case." Master's thesis, 2019. http://hdl.handle.net/10071/22203.
Full textAvaliar a performance de vendedores é um processo que ocorre várias vezes por ano numa empresa. Durante este processo, o gestor e o vendedor avaliam o desempenho do vendedor em vários Indicadores de Performance. Para a reunião de avaliação, os gestores recolhem dados do sistema de Gestão de Vendas, Sistemas Financeiros, ficheiros Excel, entre outros, levando a um processo longo e exaustivo. O resultado da avaliação de desempenho é uma classificação seguida por sugestões de melhoria. Atualmente, através das tecnologias de análise preditiva, é possível fazer classificações com base em dados. Neste trabalho, o autor aplicou um modelo Naive Bayes para classificar os vendedores em categorias predefinidas fornecidas pelo negócio, usando técnicas de data mining aplicados a um conjunto de dados, composto por cerca de três anos de vendas de um transitário global. A classificação é feita em 3 classes, sendo estas: Baixo desempenho, Bom e Fora de Série, a classificação foi alcançada com base em KPI’s como a percentagem de crescimento, a variabilidade de vendas entre muitos outros. O autor também identificou os fatores críticos para o sucesso de um vendedor, de acordo com os dados, como sendo volume do crescimento da base de clientes, a capacidade de atingir os objetivos, a percentagem de crescimento e número de meses com crescimento positivo. O autor avaliou o desempenho do modelo com uma matriz de confusão e outras técnicas como True Positives, Negatives, e o score F1. Os resultados apresentaram uma precisão de 92,10 % para todo o modelo.