Bruce Hardie

London Business School

Regent's Park

London, NW1 4SA

United Kingdom

SCHOLARLY PAPERS

20

DOWNLOADS
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Top 969

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25,307

CITATIONS
Rank 5,733

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Top 5,733

in Total Papers Citations

97

Scholarly Papers (20)

1.

Valuing Subscription-Based Businesses Using Publicly Disclosed Customer Data

Number of pages: 51 Posted: 10 Dec 2015 Last Revised: 11 Oct 2016
Daniel McCarthy, Peter Fader and Bruce Hardie
Emory University - Department of Marketing, University of Pennsylvania - Marketing Department and London Business School
Downloads 15,258 (197)
Citation 6

Abstract:

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customer lifetime value; customer equity; valuation; shareholder value; DCF

2.

How to Project Customer Retention

Number of pages: 28 Posted: 16 Sep 2005
Peter Fader and Bruce Hardie
University of Pennsylvania - Marketing Department and London Business School
Downloads 1,515 (11,243)
Citation 2

Abstract:

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Retention, churn, forecasting, customer base analysis, probability models, beta-geometric

3.

V(CLV): Examining Variance in Models of Customer Lifetime Value

Number of pages: 57 Posted: 01 Mar 2016
Daniel McCarthy, Peter Fader and Bruce Hardie
Emory University - Department of Marketing, University of Pennsylvania - Marketing Department and London Business School
Downloads 1,379 (13,083)
Citation 1

Abstract:

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customer lifetime value; CLV; RFM; customer-base analysis; uncertainty

4.

Customer-Base Analysis on a 'Data Diet': Model Inference Using Repeated Cross-Sectional Summary (RCSS) Data

Number of pages: 38 Posted: 14 Nov 2010 Last Revised: 22 Dec 2013
Kinshuk Jerath, Peter Fader and Bruce Hardie
Columbia University - Columbia Business School, University of Pennsylvania - Marketing Department and London Business School
Downloads 1,011 (20,980)
Citation 7

Abstract:

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Customer-base analysis, probability models, Pareto/NBD, scalability, data aggregation, information loss

5.

New Perspectives on Customer 'Death' Using a Generalization of the Pareto/NBD Model

Number of pages: 35 Posted: 22 Jun 2007 Last Revised: 04 Apr 2012
Kinshuk Jerath, Peter Fader and Bruce Hardie
Columbia University - Columbia Business School, University of Pennsylvania - Marketing Department and London Business School
Downloads 935 (23,505)
Citation 8

Abstract:

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Customer-base analysis, Pareto/NBD, BG/NBD, customer attrition

6.

Clv: More than Meets the Eye

Marketing Research, Summer 2006
Number of pages: 8 Posted: 12 Jul 2006
Peter Fader, Bruce Hardie and Ka Lok Lee
University of Pennsylvania - Marketing Department, London Business School and University of Pennsylvania - Marketing Department
Downloads 827 (28,049)

Abstract:

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customer lifetime value, probability models

7.

Customer-Base Analysis in a Discrete-Time Noncontractual Setting

Number of pages: 48 Posted: 06 Apr 2009 Last Revised: 09 May 2011
Peter Fader, Bruce Hardie and Jen Shang
University of Pennsylvania - Marketing Department, London Business School and Indiana University
Downloads 686 (36,218)
Citation 22

Abstract:

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BG/BB, beta-geometric, beta-binomial, customer-base analysis, customer lifetime value, CLV, RFM, Pareto/NBD

8.

Counting Your Customers the Easy Way: An Alternative to the Pareto/Nbd Model

Marketing Science, Vol. 24, pp. 275-284, Spring 2005
Number of pages: 25 Posted: 19 Aug 2004
Peter Fader, Bruce Hardie and Ka Lok Lee
University of Pennsylvania - Marketing Department, London Business School and University of Pennsylvania - Marketing Department
Downloads 682 (36,504)
Citation 20

Abstract:

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Customer Base Analysis, Repeat Buying, Pareto/NBD, Probability Models, Forecasting, Lifetime Value

9.

Customer-Base Valuation in a Contractual Setting: The Perils of Ignoring Heterogeneity

Number of pages: 29 Posted: 14 Jun 2006 Last Revised: 04 Apr 2012
Peter Fader and Bruce Hardie
University of Pennsylvania - Marketing Department and London Business School
Downloads 658 (38,259)
Citation 16

Abstract:

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customer lifetime value, beta-geometric, discrete-Weibull, retention elasticity

10.

In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions

Tuck School of Business Working Paper No. 2903548, Columbia Business School Research Paper No. 17-16
Number of pages: 46 Posted: 23 Jan 2017 Last Revised: 05 Apr 2017
Harvard Business School, Dartmouth College - Tuck School of Business, Columbia Business School - Marketing, Electronic Arts, University of Pennsylvania - Marketing Department, Harvard Business School, London Business School, Tilburg University, Interdisciplinary Center (IDC) Herzliyah - Adelson School of Entrepreneuship, Duke University, New York University and University of Pennsylvania - The Wharton School
Downloads 610 (42,330)
Citation 2

Abstract:

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11.

Estimating Clv Using Aggregated Data: the Tuscan Lifestyles Case Revisited

Number of pages: 27 Posted: 18 Sep 2006
Peter Fader, Bruce Hardie and Kinshuk Jerath
University of Pennsylvania - Marketing Department, London Business School and Columbia University - Columbia Business School
Downloads 481 (57,405)
Citation 1

Abstract:

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customer lifetime value, Pareto/NBD

12.

'How to Project Customer Retention' Revisited: The Role of Duration Dependence

Number of pages: 35 Posted: 18 Jan 2018
University of Pennsylvania - Marketing Department, London Business School, New York University (NYU) - Leonard N. Stern School of Business, Harvard University, Harvard Business School, Students and University of Virginia - Darden Graduate School of Business
Downloads 410 (69,741)
Citation 9

Abstract:

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beta-geometric (BG) distribution, beta-discrete-Weibull (BdW) distribution, retention rate dynamics

A Joint Model of Usage and Churn in Contractual Settings

Number of pages: 61 Posted: 30 Jul 2011 Last Revised: 22 Jan 2017
Eva Ascarza and Bruce Hardie
Harvard Business School and London Business School
Downloads 267 (112,195)
Citation 11

Abstract:

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Churn, retention, contractual settings, access services, hidden Markov models, RFM, latent variable models

A Joint Model of Usage and Churn in Contractual Settings

Marketing Science, Vol. 32, No. 4, 2013; pp. 570-590; DOI: 10.1287/mksc.2013.0786, Columbia Business School Research Paper No. 13-77
Posted: 13 Nov 2013
Eva Ascarza and Bruce Hardie
Harvard Business School and London Business School

Abstract:

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churn, retention, contractual settings, access services, hidden Markov models, RFM, latent variable models

14.

How to Project Patient Persistency

Foresight: The International Journal of Applied Forecasting, Vol. 8, pp. 31-35, 2007
Number of pages: 10 Posted: 03 Nov 2007
Ka Lok Lee, Peter Fader and Bruce Hardie
University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department and London Business School
Downloads 214 (140,728)

Abstract:

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15.

Some Customers Would Rather Leave Without Saying Goodbye

Columbia Business School Research Paper No. 15-55
Number of pages: 60 Posted: 17 May 2015 Last Revised: 28 Sep 2016
Eva Ascarza, Oded Netzer and Bruce Hardie
Harvard Business School, Columbia Business School - Marketing and London Business School
Downloads 175 (169,305)
Citation 2

Abstract:

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Churn, retention, attrition, customer relationship management, customer base analysis, hidden Markov models, latent variable models

16.

Modeling Loss Aversion and Reference Dependence Effects on Brand Choice

Marketing Science, Vol. 12, No. 4, pp. 378-394, 1993
Number of pages: 18 Posted: 28 Jun 2009
Bruce Hardie, Eric J. Johnson and Peter Fader
London Business School, Columbia Business School - Marketing and University of Pennsylvania - Marketing Department
Downloads 133 (212,793)
Citation 52

Abstract:

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brand choice, buyer behavior, choice models, reference effects

17.

Watching Customers Decide: Process Measures Add Insights to Choice Modeling Experiments

Marketing Research, Vol. 9, Nol. 1, pp. 32-38, 1997
Posted: 03 May 2011
Columbia Business School - Marketing, University of Pennsylvania - Marketing Department, London Business School and affiliation not provided to SSRN
Downloads 66 (335,648)

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Consumer Learning of New Binary Attribute Importance Accounting for Priors, Bias, and Order Effects

Marketing Science, Vol. 31, No. 4, pp. 549-566, 2012, DOI: 10.1287
Posted: 18 Sep 2012
Mathew Chylinski, John Roberts and Bruce Hardie
University of New South Wales (UNSW), Australian Graduate School of Management and London Business School

Abstract:

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consumer utility, preference dynamics, associative learning

Consumer Learning of New Binary Attribute Importance Accounting for Priors, Bias, and Order Effects

Marketing Science, Vol. 31, No. 4, 2012; pp. 549-566; DOI: 10.1287/mksc.1120.0719
Posted: 24 Oct 2012
Mathew Chylinski, John Roberts and Bruce Hardie
University of New South Wales (UNSW), affiliation not provided to SSRN and London Business School

Abstract:

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consumer utility, preference dynamics, associative learning

19.

Modeling Consumer Learning of New Binary Attribute Importance Accounting for Priors, Bias, and Recency

Marketing Science, Forthcoming
Posted: 12 Mar 2012 Last Revised: 26 Mar 2012
Mathew Chylinski, John Roberts and Bruce Hardie
University of New South Wales (UNSW), Australian Graduate School of Management and London Business School

Abstract:

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Consumer utility, preference dynamics, associative learning

20.

Rfm and Clv: Using Iso-Value Curves for Customer Base Analysis

Journal of Marketing Research, Vol.42, pp. 415-430, November 2005
Posted: 19 Aug 2004
Peter Fader, Bruce Hardie and Ka Lok Lee
University of Pennsylvania - Marketing Department, London Business School and University of Pennsylvania - Marketing Department

Abstract:

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Customer lifetime value, CLV, RFM, customer base analysis, Pareto/NBD