Peter Fader

University of Pennsylvania - Marketing Department

Professor

700 Jon M. Huntsman Hall

3730 Walnut Street

Philadelphia, PA 19104-6340

United States

SCHOLARLY PAPERS

46

DOWNLOADS
Rank 363

SSRN RANKINGS

Top 363

in Total Papers Downloads

40,047

CITATIONS
Rank 3,183

SSRN RANKINGS

Top 3,183

in Total Papers Citations

173

Scholarly Papers (46)

1.

An Exploratory Look at Supermarket Shopping Paths

International Journal of Research in Marketing, April 2005
Number of pages: 43 Posted: 16 May 2005
Jeffrey S. Larson, Eric Bradlow and Peter Fader
University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 2,075 (4,888)
Citation 10

Abstract:

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RFID (radio frequency identification), clustering techniques, exploratory analysis, retailing, shopping behavior, k-medoids clustering

2.

The Traveling Salesman Goes Shopping: The Systematic Deviations of Grocery Paths from TSP-Optimality

Number of pages: 23 Posted: 09 Nov 2006 Last Revised: 04 Apr 2012
Sam K. Hui, Peter Fader and Eric Bradlow
New York University (NYU) - Department of Marketing, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 1,681 (7,574)
Citation 5

Abstract:

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Path models, Traveling Salesman Problem, Grocery Retailing

3.

Modeling the Evolution of Customers' Service Portfolios

Number of pages: 50 Posted: 14 May 2007 Last Revised: 04 Apr 2012
David A. Schweidel, Eric Bradlow and Peter Fader
McDonough School of Business, Georgetown University, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 1,485 (9,094)
Citation 1

Abstract:

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Bayesian Modeling, Choice Models, Customer Relationship Management, Hidden Markov Models

4.

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 1,218 (10,711)
Citation 6

Abstract:

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

5.

An Integrated Model of Grocery Store Shopping Path and Purchase Behavior

Number of pages: 46 Posted: 18 Feb 2007 Last Revised: 04 Apr 2012
Sam K. Hui, Eric Bradlow and Peter Fader
New York University (NYU) - Department of Marketing, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 1,141 (12,411)
Citation 7

Abstract:

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Path model, integrated model, shopping behavior, retailing

6.

Model Selection Using Database Characteristics: Developing a Classification Tree for Longitudinal Incidence Data

Number of pages: 50 Posted: 18 Jun 2012 Last Revised: 11 Jul 2013
Eric M. Schwartz, Eric Bradlow and Peter Fader
University of Michigan, Stephen M. Ross School of Business, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 1,106 (6,746)

Abstract:

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data science, business intelligence, model selection, machine learning, classification tree, posterior predictive model checking, hidden Markov models, hierarchical Bayesian methods, random forests, forecasting

7.

From Business Intelligence to Competitive Intelligence: Inferring Competitive Measures Using Augmented Site-Centric Data

Number of pages: 48 Posted: 08 Jan 2009 Last Revised: 04 Apr 2012
Eric Zheng, Peter Fader and Balaji Padmanabhan
University of Texas at Dallas, University of Pennsylvania - Marketing Department and University of South Florida - College of Business Administration
Downloads 1,060 (13,808)

Abstract:

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Business Intelligence, Competitive Intelligence, Competitive Measures, Probability Models, NBD/Dirichlet

8.

Aggregation Bias in Sponsored Search Data: The Curse and The Cure

Marketing Science 34(1):59-77 (2015)
Number of pages: 44 Posted: 20 Oct 2009 Last Revised: 28 Jan 2015
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management, University of Pennsylvania - Operations & Information Management Department and University of Pennsylvania - Marketing Department
Downloads 953 (13,788)
Citation 1

Abstract:

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e-commerce, sponsored search, online advertising, aggregation bias, econometrics, probabilistic modeling, consumer behavior, generalized second price auctions

9.

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 880 (21,810)

Abstract:

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

10.

Media Exposure through the Funnel: A Model of Multi-Stage Attribution

Number of pages: 47 Posted: 08 Oct 2012 Last Revised: 18 Dec 2015
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management, University of Pennsylvania - Marketing Department and University of Pennsylvania - Operations & Information Management Department
Downloads 867 (4,806)

Abstract:

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Online ad attribution, multi-channel attribution, online advertising, display ads, search ads, HMM, purchase funnel

11.

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 815 (21,695)
Citation 4

Abstract:

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

12.

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 717 (20,144)

Abstract:

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

13.

‘Children of the HMM’: Modeling Longitudinal Customer Behavior at Hulu.Com

Number of pages: 51 Posted: 04 Aug 2011
University of Michigan, Stephen M. Ross School of Business, University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School
Downloads 675 (22,815)
Citation 1

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Hidden Markov Models, Non-Stationarity, Customer Migration, Streakiness, Posterior Predictive Model Checking, Nested Models, Hierarchical Bayes, Machine Learning, Classification Trees

14.

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 606 (29,038)
Citation 1

Abstract:

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customer lifetime value, probability models

15.

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 580 (34,551)
Citation 7

Abstract:

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

16.

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 544 (34,551)
Citation 4

Abstract:

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

17.

A Cross-Cohort Changepoint Model for Customer-Base Analysis

Number of pages: 63 Posted: 29 Jul 2012 Last Revised: 07 Sep 2016
Washington University in St. Louis - John M. Olin Business School, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 502 (19,616)

Abstract:

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Changepoint, Cross-Cohort, Hierarchical Bayesian, Forecasting, Customer-Base Analysis, Customer Lifetime Value, Reversible-Jump MCMC

18.

What Matters in Managerial Judgments of Customer Value?

Number of pages: 36 Posted: 18 Oct 2004
McDonough School of Business, Georgetown University, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 475 (48,024)
Citation 2

Abstract:

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Customer valuation, customer lifetime value, managerial judgment, RFM

19.

Portfolio Dynamics for Customers of a Multi-Service Provider

Management Science, Forthcoming
Number of pages: 50 Posted: 29 Jun 2009 Last Revised: 09 May 2011
David A. Schweidel, Eric Bradlow and Peter Fader
McDonough School of Business, Georgetown University, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 468 (42,601)
Citation 5

Abstract:

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Customer Relationship Management, Dynamic Hidden Markov Model, Customer Value

20.

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 458 (34,631)
Citation 16

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

21.

Path Data in Marketing: An Integrative Framework and Prospectus for Model-Building

Number of pages: 44 Posted: 15 Sep 2006
Sam K. Hui, Peter Fader and Eric Bradlow
New York University (NYU) - Department of Marketing, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 440 (51,309)
Citation 8

Abstract:

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Marketing, Path Data, Retailing, Eye Tracking, Clickstream

22.

Customer Acquisition via Display Advertising Using Multi-Armed Bandit Experiments

Forthcoming in Marketing Science, Ross School of Business Paper No. 1217
Number of pages: 68 Posted: 18 Dec 2013 Last Revised: 24 May 2016
Eric M. Schwartz, Eric Bradlow and Peter Fader
University of Michigan, Stephen M. Ross School of Business, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 426 (16,039)

Abstract:

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multi-armed bandit, online advertising, field experiments, A/B testing, adaptive experiments, sequential decision making, explore-exploit, earn-and-learn reinforcement learning, hierarchical models

23.

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 411 (51,433)
Citation 1

Abstract:

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customer lifetime value, Pareto/NBD

24.

Stockpiling Points in Linear Loyalty Programs

Stourm, Valeria, Eric T. Bradlow, and Peter S. Fader (2015), “Stockpiling Points in Linear Loyalty Programs," Journal of Marketing Research, 52 (2), 253-267.,
Posted: 07 Sep 2012 Last Revised: 22 Nov 2017
Valeria Stourm, Eric Bradlow and Peter Fader
HEC Paris, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department

Abstract:

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loyalty programs, mental accounting

25.

Count Models Based on Weibull Interarrival Times

Number of pages: 26 Posted: 30 May 2005
University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department, University of Illinois at Urbana-Champaign and Northwestern University - Kellogg School of Management
Downloads 305 (72,670)
Citation 2

Abstract:

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Count models, Duration models, Weibull, Overdispersion, Underdispersion

26.

The Role of Price Tiers in Advance Purchasing of Event Tickets

Number of pages: 30 Posted: 13 Aug 2007 Last Revised: 04 Apr 2012
Wendy W. Moe and Peter Fader
University of Maryland - Robert H. Smith School of Business and University of Pennsylvania - Marketing Department
Downloads 233 (106,529)

Abstract:

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Advance Selling, Advance Pricing, Event Tickets, Price Tiers, Spot Market, Entertainment Marketing, Weibull Hazard Model, Hierarchical Bayesian Analysis

27.

Modeling the 'Pseudodeductible' in Insurance Claims Decisions

Management Science, Forthcoming
Number of pages: 36 Posted: 14 Jun 2005
Cox School of Business, Southern Methodist University, University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School, Operations, Information and Decisions Department
Downloads 186 (133,047)
Citation 1

Abstract:

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Duration models, Dirichlet process priors, insurance claims, semiparametric Bayesian statistics, underreporting

28.

Dynamic Changepoints Revisited: An Evolving Process Model of New Product Sales

International Journal of Research in Marketing, Vol. 26, No. 2, 2009
Number of pages: 21 Posted: 30 May 2005 Last Revised: 04 Apr 2012
David A. Schweidel and Peter Fader
McDonough School of Business, Georgetown University and University of Pennsylvania - Marketing Department
Downloads 169 (145,393)
Citation 3

Abstract:

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New Products, Nonstationarity, Changepoint models, Duration models

29.

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 168 (129,407)

Abstract:

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30.

On the Depth and Dynamics of Online Search Behavior

Management Science, Vol. 50, No. 3, pp. 299-308
Number of pages: 30 Posted: 07 Jan 2009
Columbia Business School - Marketing, University of Maryland - Robert H. Smith School of Business, University of Pennsylvania - Marketing Department, Murdoch University and Accenture Corporation
Downloads 141 (164,945)
Citation 35

Abstract:

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31.

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 103 (195,460)
Citation 51

Abstract:

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brand choice, buyer behavior, choice models, reference effects

32.

Choice Models and Customer Relationship Management

Kamakura, Wagner A., Mela, Carl F., Ansari, Asim, Bodapati, Anand V., Fader, Peter, Iyengar, Raghuram, Naik, Prasad A. , Neslin, Scott, Sun, Baohong, Verhoef, Peter C., Wedel, Michel and Wilcox, Ronald T., Choice Models and Customer Relationship Management (2005). Marketing Letters 16:3/4, 279-291
Number of pages: 13 Posted: 12 Feb 2014
Rice University, Duke University - Fuqua School of Business, Columbia Business School - Marketing, University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department, University of California, Davis, Tuck School of Business at Dartmouth, Carnegie Mellon University - David A. Tepper School of Business, University of Groningen - Department of Marketing & Marketing Research, University of Maryland - Robert H. Smith School of Business, Marketing Department and University of Virginia - Darden School of Business
Downloads 71 (220,812)
Citation 2

Abstract:

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customer relationship management, direct marketing

33.

Pricing Theater Seats: The Value of Price Commitment and Monotone Discounting

Production and Operations Management, dx.doi.org/10.1111/poms.12611
Posted: 27 Apr 2015 Last Revised: 18 Feb 2017
Georgia Institute of Technology - Scheller College of Business, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Operations, Information and Decisions

Abstract:

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Non-profit, Performing Arts Industry, Price Commitment, Survival Analysis, Competing Risks

34.

Market Positioning Using Cross-Reward Effects in a Coalition Loyalty Program

HEC Paris Research Paper No. MKG-2017-1242
Number of pages: 42 Posted: 27 Nov 2017 Last Revised: 01 Dec 2017
Valeria Stourm, Eric Bradlow and Peter Fader
HEC Paris, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 0 (259,306)

Abstract:

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loyalty programs, rewards, retailing, Bayesian estimation

35.

Customer-Based Corporate Valuation for Publicly Traded Non-Contractual Firms

Number of pages: 51 Posted: 21 Sep 2017 Last Revised: 15 Nov 2017
Daniel McCarthy and Peter Fader
Emory University - Department of Marketing and University of Pennsylvania - Marketing Department
Downloads 0 (3,273)

Abstract:

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customer lifetime value; customer equity; valuation; unit economics

36.

Valuing Non-Contractual Firms Using Common Customer Metrics

Number of pages: 54 Posted: 27 Feb 2017
Daniel McCarthy and Peter Fader
Emory University - Department of Marketing and University of Pennsylvania - Marketing Department
Downloads 0 (38,945)

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customer lifetime value; customer equity; valuation; marketing metrics; indirect inference

37.

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
Columbia Business School - Marketing, Tuck School of Business at Dartmouth, 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 0 (65,981)

Abstract:

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38.

Designing and Evaluating Dynamic Pricing Policies for Major League Baseball Tickets

Number of pages: 33 Posted: 18 Jun 2016 Last Revised: 24 Oct 2017
Tepper School of Business, Carnegie Mellon University, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Operations, Information and Decisions
Downloads 0 (34,771)

Abstract:

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Empirical OM, Pricing and Revenue Management, OM Practice

39.

Relationship between the Marketing Mix and Share of Category Requirements

Marketing Letters, Volume 7, Issue 1, pp 5-18
Posted: 08 Jun 2016
European School of Management and Technology (ESMT), University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department and Pennsylvania State University

Abstract:

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brand loyalty, marketing mix, share of category requirements, scanner data

40.

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 0 (390)

Abstract:

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

41.

Multi-Attribute Loss Aversion and Reference Dependence: Evidence from the Performing Arts Industry

Management Science, dx.doi.org/10.1287/mnsc.2016.2605
Posted: 24 Sep 2014 Last Revised: 18 Feb 2017
Georgia Institute of Technology - Scheller College of Business, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Operations, Information and Decisions

Abstract:

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Multi-attribute Reference Dependence, Loss Aversion, Capacity-Reference Levels, Empirical Operations Management, Marketing

42.

Fusing Aggregate and Disaggregate Data with an Application to Multi-Platform Media Consumption

Journal of Marketing Research, 50, 3, 348-364
Posted: 22 Jun 2013
Drexel University - Department of Marketing, Independent, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department

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data fusion, Bayesian multivariate model, multi-platform behavior, media usage

43.

Introduction to the Special Issue on the Emergence and Impact of User-Generated Content

Marketing Science, Vol. 31, No. 3, 2012; pp. 369-371; DOI: 10.1287/mksc.1120.0715
Posted: 24 Oct 2012
Peter Fader and Russell S. Winer
University of Pennsylvania - Marketing Department and New York University (NYU) - Department of Marketing

Abstract:

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user-generated content

44.

A Bivariate Timing Model of Customer Acquisition and Retention

Marketing Science, Vol. 27, No. 5, pp. 829-843, 2008
Posted: 08 May 2006 Last Revised: 04 Apr 2012
David A. Schweidel, Peter Fader and Eric Bradlow
McDonough School of Business, Georgetown University, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department

Abstract:

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Stochastic Models, Customer Relationship Management

45.

Understanding Service Retention Within and Across Cohorts Using Limited Information

Posted: 14 Jun 2005
David A. Schweidel, Peter Fader and Eric Bradlow
McDonough School of Business, Georgetown University, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department

Abstract:

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Customer retention, churn, duration models, duration dependence, heterogeneity

46.

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