Documents disponibles écrits par cet auteur

Portfolio dynamics for customers of a multiservice provider / David A. Schweidel in Management science, Vol. 57 N° 3 (Mars 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 3 (Mars 2011) . - pp. 471-486 Titre : Portfolio dynamics for customers of a multiservice provider Type de document : texte imprimé Auteurs : David A. Schweidel, Auteur ; Eric T. Bradlow, Auteur ; Peter S. Fader, Auteur Année de publication : 2011 Article en page(s) : pp. 471-486 Note générale : Management Langues : Anglais (eng) Mots-clés : Customer  relationship  management  Dynamic  hidden  Markov  model  Customer  value Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Multiservice providers, such as telecommunication and financial service companies, can benefit from understanding how customers' service portfolios evolve over the course of their relationships. This can provide guidance for managerial issues such as customer valuation and predicting customers' future behavior, whether it is acquiring additional services, selectively dropping current services, or ending the relationship entirely. In this research, we develop a dynamic hidden Markov model to identify latent states that govern customers' affinity for the available services through which customers evolve. In addition, we incorporate and demonstrate the importance of separating two other sources of dynamics: portfolio inertia and service stickiness. We then examine the relationship between state membership and managerially relevant metrics, including customers' propensities for acquiring additional services or terminating the relationship, and customer lifetime value. Through a series of illustrative vignettes, we show that customers who have discarded a particular service may have an increased risk of canceling all services in the near future (as intuition would suggest) but also may be more prone to acquire more services, a provocative finding of interest to service providers. Our findings also emphasize the need to look beyond the previous period, as in much current research, and consider how customers have evolved over their entire relationship in order to predict their future actions. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/cgi/content/abstract/57/3/471 [article] Portfolio dynamics for customers of a multiservice provider [texte imprimé] / David A. Schweidel, Auteur ; Eric T. Bradlow, Auteur ; Peter S. Fader, Auteur . - 2011 . - pp. 471-486. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 3 (Mars 2011) . - pp. 471-486 Mots-clés : Customer  relationship  management  Dynamic  hidden  Markov  model  Customer  value Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Multiservice providers, such as telecommunication and financial service companies, can benefit from understanding how customers' service portfolios evolve over the course of their relationships. This can provide guidance for managerial issues such as customer valuation and predicting customers' future behavior, whether it is acquiring additional services, selectively dropping current services, or ending the relationship entirely. In this research, we develop a dynamic hidden Markov model to identify latent states that govern customers' affinity for the available services through which customers evolve. In addition, we incorporate and demonstrate the importance of separating two other sources of dynamics: portfolio inertia and service stickiness. We then examine the relationship between state membership and managerially relevant metrics, including customers' propensities for acquiring additional services or terminating the relationship, and customer lifetime value. Through a series of illustrative vignettes, we show that customers who have discarded a particular service may have an increased risk of canceling all services in the near future (as intuition would suggest) but also may be more prone to acquire more services, a provocative finding of interest to service providers. Our findings also emphasize the need to look beyond the previous period, as in much current research, and consider how customers have evolved over their entire relationship in order to predict their future actions. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/cgi/content/abstract/57/3/471

Structural estimation of the effect of out-of-stocks / Andrés Musalem in Management science, Vol. 56 N° 7 (Juillet 2010) 

Public ISBD [article]  in Management science > Vol. 56 N° 7 (Juillet 2010) . - pp. 1180-1197 Titre : Structural estimation of the effect of out-of-stocks Type de document : texte imprimé Auteurs : Andrés Musalem, Auteur ; Marcelo Olivares, Auteur ; Eric T. Bradlow, Auteur Année de publication : 2010 Article en page(s) : pp. 1180-1197 Note générale : Management Langues : Anglais (eng) Mots-clés : Aggregate  demand  estimation  Bayesian  methods  Choice  models  Data  augmentation  Inventory  management  Out-of-stocks  Retailing Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : We develop a structural demand model that endogenously captures the effect of out-of-stocks on customer choice by simulating a time-varying set of available alternatives. Our estimation method uses store-level data on sales and partial information on product availability. Our model allows for flexible substitution patterns, which are based on utility maximization principles and can accommodate categorical and continuous product characteristics. The methodology can be applied to data from multiple markets and in categories with a relatively large number of alternatives, slow-moving products, and frequent out-of-stocks (unlike many existing approaches). In addition, we illustrate how the model can be used to assist the decisions of a store manager in two ways. First, we show how to quantify the lost sales induced by out-of-stock products. Second, we provide insights on the financial consequences of out-of-stocks and suggest price promotion policies that can be used to help mitigate their negative economic impact, which run counter to simple commonly used heuristics. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/56/7.toc [article] Structural estimation of the effect of out-of-stocks [texte imprimé] / Andrés Musalem, Auteur ; Marcelo Olivares, Auteur ; Eric T. Bradlow, Auteur . - 2010 . - pp. 1180-1197. Management Langues : Anglais (eng) in Management science > Vol. 56 N° 7 (Juillet 2010) . - pp. 1180-1197 Mots-clés : Aggregate  demand  estimation  Bayesian  methods  Choice  models  Data  augmentation  Inventory  management  Out-of-stocks  Retailing Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : We develop a structural demand model that endogenously captures the effect of out-of-stocks on customer choice by simulating a time-varying set of available alternatives. Our estimation method uses store-level data on sales and partial information on product availability. Our model allows for flexible substitution patterns, which are based on utility maximization principles and can accommodate categorical and continuous product characteristics. The methodology can be applied to data from multiple markets and in categories with a relatively large number of alternatives, slow-moving products, and frequent out-of-stocks (unlike many existing approaches). In addition, we illustrate how the model can be used to assist the decisions of a store manager in two ways. First, we show how to quantify the lost sales induced by out-of-stock products. Second, we provide insights on the financial consequences of out-of-stocks and suggest price promotion policies that can be used to help mitigate their negative economic impact, which run counter to simple commonly used heuristics. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/56/7.toc