When managers and researchers encounter a dataset, they typically ask two key questions: (1) which model (from a candidate set) should I use? and (2) if I use a particular model, when is it going to likely work well for my business goal? This research addresses those two questions, and provides...

Stand-alone marketing models are well-suited to deal with different behavioral features such as variation in transaction frequency (customer heterogeneity with latent classes), recency and attrition (“buy ‘till you die” models), and more general changes in customer transaction rates...

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...

As behavioral hypotheses about in-store decision making become more common in the marketing literature, there is a growing need for richer, more complete datasets in order to test them more carefully. We introduce a novel PathTrackerreg; dataset that captures consumers' in-store shopping...

We examine grocery shopping paths through the lens of the Traveling We examine grocery shopping paths through the lens of the quot;Traveling Salesman Problemquot; (TSP), a classic paradigm from the field of operations research. We define the quot;TSP-optimalquot; path for each shopper as the...

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...

Customers often stockpile reward points in linear loyalty programs (i.e., programs that do not reward stockpiling) despite several economic incentives against it (e.g., the time value of money). We develop a mathematical model of redemption choice that unites three explanations for why customers...