Marketing Department


Peter Fader Frances and Pei-Yuan Chia Professor, Professor of Marketing, Co-Director - Wharton Interactive Media Initiative
Publications
1.	Peter Fader, Bruce Hardie, (2009), "Probability Models for Customer-Base Analysis", Journal of Interactive Marketing, 23 (1), 61-69
2.	Sam Hui, Peter Fader, Eric Bradlow, (2009), "Path Data in Marketing: An Integrative Framework and Prospectus for Model-Building", Marketing Science, 28 (2), 320-335
3.	Peter Fader, Bruce Hardie, (2009), "Customer-Base Valuation in a Contractual Setting: The Perils of Ignoring Heterogeneity", Marketing Science, forthcoming
4.	Sam Hui, Eric Bradlow, Peter Fader, (2009), "Testing Behavioral Hypotheses using an Integrated Model of Grocery Store Shopping Paths", Journal of Consumer Research, 36 (3), 478-493.
5.	Wendy Moe, Peter Fader, (2009), "The Role of Price Tiers in Advance Purchasing of Event Tickets", Journal of Service Research, 12 (1), 73-86.
6.	David Schweidel, Peter Fader, (2009), "Dynamic Changepoints Revisited: An Evolving Process Model of New Product Sales", International Journal of Research in Marketing, 26 (2), 119-124.
7.	Sam Hui, Peter Fader, Eric Bradlow, (2009), "The Traveling Salesman Goes Shopping: The Systematic Deviations of Grocery Paths from TSP-Optimality", Marketing Science, 28 (3), 566-572
8.	David Schweidel, Peter Fader, Eric Bradlow, (2008), "A Bivariate Timing Model of Customer Acquisition and Retention", Marketing Science, 27 (5), 829–843.
9.	Blake McShane, Moshe Adrian, Eric Bradlow, Peter Fader, (2008), "Count Models Based on Weibull Interarrival Times", Journal of Business and Economic Statistics, 26 (3), 369-378
10.	David Schweidel, Peter Fader, Eric Bradlow, (2008), "Modeling Service Retention Within and Across Cohorts under Limited Information", Journal of Marketing, 72 (1), 82-94
11.	Ka Lok Lee, Peter Fader, Bruce Hardie, (2007), "How to Project Patient Persistency", Foresight: The International Journal of Applied Forecasting
12.	Peter Fader, Bruce Hardie, (2007), "How to Project Customer Retention", Journal of Interactive Marketing, 21 (1), 76-90
13.	Peter Fader, Bruce Hardie, Kinshuk Jerath, (2007), "Estimating CLV Using Aggregated Data: The Tuscan Lifestyles Case Revisited", Journal of Interactive Marketing, 21 (3), 55-7
14.	Michael Braun, Peter Fader, Eric Bradlow, Howard Kunreuther, (2006), "Modeling the “Pseudodeductible” in Insurance Claims Decisions", Management Science, Volume 52, No. 8, August 2006, 1258–1272
15.	Bruce G.S. Hardie, Peter S. Fader, (2005), "The Value of Simple Models in New Product Forecasting and Customer-Base Analysis", Applied Stochastic Models in Business and Industry, 21 (4-5), 461-473
16.	Bruce G.S. Hardie, Ka Lok Lee, Peter S. Fader, (2005), "'Counting Your Customers' the Easy Way: An Alternative to the Pareto/NBD Model", Marketing Science, 24 (Spring), 275-284
17.	Bruce G.S. Hardie, Ka Lok Lee, Peter S. Fader, (2005), "RFM and CLV: Using Iso-value Curves for Customer Base Analysis", Journal of Marketing Research, Vol XLII, 415-430
18.	Wendy Moe, Peter S. Fader, (2004), "Capturing Evolving Visit Behavior in Clickstream Data", Journal of Interactive Marketing, 18 (Winter), 5-19.
19.	Eric J Johnson, Wendy Moe, Steven Bellman, Jerry Lohse, Peter S. Fader, (2004), "On the Depth and Dynamics of Online Search Behavior", Management Science, 50 (3), 299-308
20.	Wendy Moe, Peter S. Fader, (2004), "Dynamic Conversion Behavior at e-Commerce Sites", Management Science, 50 (3), 326-335
21.	Young-Hoon Park, Peter S. Fader, (2004), "Modeling Browsing Behavior at Multiple Web Sites", Marketing Science, 23 (Summer), 280-303
22.	Bruce G.S. Hardie, Chun-Yao Huang, Peter S. Fader, (2004), "A Dynamic Changepoint Model for New Product Sales Forecasting", Marketing Science, 23 (Winter), 50-65
23.	Bruce G.S. Hardie, Robert Zeithammer, Peter S. Fader, (2003), "Forecasting New Product Trial in a Controlled Test Market Environment", Journal of Forecasting, 22, 391-410
24.	Wendy Moe, Peter S. Fader, (2002), "Using Advance Purchase Orders to Forecast New Product Sales", Marketing Science, 21 (Summer), 347-364
25.	Eric T. Bradlow, Peter S. Fader, (2001), "A Bayesian Lifetime Model for the ‘Hot 100' Billboard Songs", Journal of the American Statistical Association, 96, 368-381
26.	Wendy Moe, Peter S. Fader, (2001), "Modeling Hedonic Portfolio Products: A Joint Segmentation Analysis of Music CD Sales", Journal of Marketing Research, 38 (August), 376-385
27.	Bruce G.S. Hardie, Peter S. Fader, (2001), "Forecasting Repeat Sales at CDNOW: A Case Study", Interfaces, 31, S94-S107
28.	Wendy Moe, Peter S. Fader, (2001), "Uncovering Patterns in Cybershopping", California Management Review, 43 (Summer), 106-117. (Reprinted in Understanding Consumer Behavior, Harvard Business School Publishing, 2002.)
29.	Bruce G.S. Hardie, Peter S. Fader, (2001), Forecasting the Trial Sales of New Consumer Packaged Goods, J. Scott Armstrong (ed.), Principles of Forecasting: A Handbook for Researchers and Practitioners, Norwell , MA : Kluwer Academic Publishers
30.	Bruce G.S. Hardie, Peter S. Fader, (1999), Investigating the Properties of the Eskin/Kalwani & Silk Model of Repeat Buying for New Products, Lutz Hildebrandt, Dirk Annacker, and Daniel Klapper (eds.), Marketing and Competition in the Information Age, Proceedings of the 28th EMAC Conference, May 11-14, Berlin: Humboldt University
31.	Bruce G.S. Hardie, Michael Wisniewski, Peter S. Fader, (1998), "An Empirical Comparison of New Product Trial Forecasting Models", Journal of Forecasting, 17, 209-229
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Knowledge@Wharton
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Cable TV Follows Its Subscribers to the Internet (07/22/2009)
Leaving 'Friendprints': How Online Social Networks Are Redefining Privacy and Personal Security (06/10/2009)
Advertising Yourself: Building a Personal Brand through Social Networks (04/15/2009)
All That Twitters Isn't Gold: A Popular Web Application in Search of a Business Plan (04/15/2009)
Best Buy vs. Wal-Mart: Is There Room for Both, and Others? (04/01/2009)
Time for a Data Diet? Deciding What Customer Information to Keep -- and What to Toss (03/18/2009)
Urgent Deadline for Newspapers: Find a New Business Plan before You Vanish (01/07/2009)
When the Going Gets Tough, the Tough Don't Skimp on Their Ad Budgets (11/26/2008)
Opportunities -- and Obstacles -- for the B2B Market in Tough Economic Times (10/29/2008)

Peter Fader
700 Jon M. Huntsman Hall
3730 Walnut Street University of Pennsylvania
Philadelphia , PA 19104
Phone: (215) 898-1132
Fax: (215) 898-2534
faderp@wharton.upenn.edu

Wharton Page

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:
New papers available at http://www.ssrn.com/author=116528

Last Modified September 18, 2009