Peter Fader
771 Jon M. Huntsman Hall
3730 Walnut Street
University of Pennsylvania
Philadelphia, PA19104
Phone: (215) 898-1132
Fax: (215) 898-2534
faderp@wharton.upenn.edu
Personal Website
771 Jon M. Huntsman Hall
3730 Walnut Street
University of Pennsylvania
Philadelphia, PA19104
Phone: (215) 898-1132
Fax: (215) 898-2534
faderp@wharton.upenn.edu
Personal Website
Research Interests:
Using behavioral data to understand and forecast shopping/purchasing activities across a wide range of industries. Managerial applications focus on topics such as customer relationship management, lifetime value of the customer, and sales forecasting for new products.
Current Projects:
Check out my new book: "Customer Centricity: What It Is, What It Isn't, and Why It Matters" from Wharton Digital Press
New papers available at Social Science Research Network
Check out my new book: "Customer Centricity: What It Is, What It Isn't, and Why It Matters" from Wharton Digital Press
New papers available at Social Science Research Network
Peter Fader Professor Fader's expertise centers around the analysis of behavioral data to understand and forecast customer shopping/purchasing activities. He works with firms from a wide range of industries, such as consumer packaged goods, interactive media, financial services, and pharmaceuticals. Managerial applications focus on topics such as customer relationship management, lifetime value of the customer, and sales forecasting for new products. Much of his research highlights the consistent (but often surprising) behavioral patterns that exist across these industries and other seemingly different domains. Many of these cross-industry experiences have led to the development of the Wharton Customer Analytics Initiative, a new research center that serves as a “matchmaker” between leading-edge academic researchers and top companies that depend on granular, customer-level data for key strategic decisions. Professor Fader believes that marketing should not be viewed as a “soft” discipline, and he frequently works with different companies and industry associations to improve managerial perspectives in this regard. His work has been published in (and he serves on the editorial boards of) a number of leading journals in marketing, statistics, and the management sciences. He has won many awards for his teaching and research accomplishments
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| Current Research Papers | ||
| Eric Schwartz, Eric Bradlow, Peter Fader, Yao Zhang (2011), “Children of the HMM, Under review at Marketing Science | ||
| Kinshuk Jerath, Peter Fader, Bruce Hardie (2011), Customer-Base Analysis on a 'Data Diet’: Model Inference Using Repeated Cross-Sectional Summary (RCSS) Data, Under review at Management Science | ||
| Wendy Moe, Peter Fader, Barry Kahn (2011), Buying Tickets: Capturing the Dynamic Factors that Drive Consumer Purchase Decisions for Sporting Events, MIT Sloan Sports Analytics Conference presentation | ||
| Vibhanshu Abhishek, Kartik Hosanagar, Peter Fader (2011), Identifying the Aggregation Bias in Sponsored Search Data: Existence and Implications, Under review at Marketing Science | ||
| Peter Fader, Bruce Hardie, Yuzhou Liu (2010), Customer Retention Dynamics in a Contractual Setting: The Paradox of Increasing Loyalty | ||
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| Publications | ||
| Kinshuk Jerath, Peter Fader, Bruce Hardie (2011), New Perspectives on Customer ‘Death’ Using a Generalization of the Pareto/NBD Model, Marketing Science, 30 (5), 866-880 | ||
| David Schweidel, Eric Bradlow, Peter Fader (2011), Portfolio Dynamics for Customers of a Multi-Service Provider, Management Science, 57 (3), 471-486 | ||
| Zhiqiang Zheng, Peter Fader, Balaji Padmanabhan (2011), From Business Intelligence to Competitive Intelligence: Inferring Competitive Measures Using Augmented Site-Centric Data, Forthcoming at Information Systems Research | ||
| Peter Fader, Bruce Hardie, Jen Shang (2010), Customer-Base Analysis in a Discrete-Time Noncontractual Setting, Marketing Science, 29 (6), 1086-1108 | ||
| Peter Fader, Bruce Hardie (2010), Customer-Base Valuation in a Contractual Setting: The Perils of Ignoring Heterogeneity, Marketing Science, 29 (1), 85-93 | ||
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| In The News | ||
| Paid vs. Free Content, Publishing Pains, Apple Tablets and All That..., Knowledge@Wharton, 02/03/2010 | ||
| Looking at Life as One Big Subscription, New York TImes, 10/11/2009 | ||
| FCC's Cable TV Ruling: Will the Competitive Landscape Change?, Knowledge@Wharton, 09/02/2009 | ||
| Free For All? Profits Can Be Elusive Online, NPR, 08/19/2009 | ||
| Microsoft and Yahoo Are Linked Up. Now What?, New York TImes, 07/29/2009 | ||
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| Awards | ||
| AMA 25-year Consortium Fellow Research Excellence Award, 2009 | ||
| Finalist, O'Dell Award for Best Paper in Journal of Marketing Research, 2009 | ||
| David Hardin Award for best paper published in Marketing Research magazine, 2007 | ||
| EXPLOR Award from the American Marketing Association for “the most innovative use of technology that advances marketing research”, 2007 | ||
| Robert B. Clarke Outstanding Educator Award, given by the Direct Marketing Educational Foundation to honor an academic's overall achievement in direct/interactive marketing, 2007 | ||
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| Course Syllabus (Fall 2011) Managing the Value of Customer Relationships (MKTG 775) | ||
| Course Syllabus (Spring 2012) Applied Probability Models in Marketing (MKTG 476/776, STAT 476) | ||
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| Executive Education | ||
| Program Faculty, Competitive Marketing Strategy | ||
| Program Faculty, Marketing Metrics: Linking Marketing to Financial Consequences | ||
| Program Faculty, Pricing Strategies: Measuring, Capturing and Retaining Value | ||
| Program Faculty, The CFO: Becoming a Strategic Partner | ||
| Program Faculty, Essentials of Marketing | ||
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Knowledge@Wharton  |
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| Under New Leadership, Will Yahoo Find Its Way? (01/18/2012) | ||
| The Customer Lifetime Value Equation: Will It Pay Off for Tech Companies? (12/07/2011) | ||
| 'Drinking from a Fire Hose': Has Consumer Data Mining Gone Too Far? (11/22/2011) | ||
| Turning the Page: Books for the Holidays and Beyond (11/22/2011) | ||
| 'The Ultimate Question': Would Your Customers Recommend You? (11/22/2011) | ||
| Peter Fader on Customer Centricity and Why It Matters (11/18/2011) | ||
| Life after Steve Jobs: What to Expect from the Next Generation at Apple (10/12/2011) | ||
| Is RIM Riding on the Edge? (09/28/2011) | ||
| Can J.C. Penney's New CEO Reinvent the Department Store? (07/20/2011) | ||
| As New Owner of NBC Universal, Can Comcast Merge the Corporate with the Creative? (05/25/2011) |
