A problem that pharmaceutical companies face is how to project the persistency patterns of patients who are taking their manufactured medications into the future; i.e., how to determine the percentage of patients who will continue to refill a given prescription on a timely basis. The authors have...

Calculating customer lifetime value is complex, and the use of familiar regression-type models - which attempt to forecast future behavior based only on observable measures - is problematic and inadequate. A better approach is to perform the calculations using a probability model of buyer...

In many different managerial contexts, customers leave money on the table by, for example, their failure to claim rebates, use available coupons, and so on. This project focuses on a related problem faced by homeowners who may be reluctant to file insurance claims despite the fact their losses...

While single-brand reward programs encourage customers to remain loyal to that one brand, coalition programs encourage customers to be “promiscuous” by offering points redeemable across partner stores. Despite the benefits of this “open relationship” with customers, store managers face...