Photo of Peter Fader

Peter Fader

Frances and Pei-Yuan Chia Professor

Co-Director - Wharton Customer Analytics Initiative

Professor of Marketing

Research Interests: lifetime value of the customer, sales forecasting for new products, 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

Links: CV, CoolNumbers.com, Google Scholar page


  • Arun Gopalakrishnan, Eric Bradlow, Peter Fader (Under Review), A Cross-Cohort Changepoint Model for Customer-Base Analysis.  Abstract
  • Eric Schwartz, Eric Bradlow, Peter Fader (2014), Model Selection Using Database Characteristics: Developing a Classification Tree for Longitudinal Incidence Data, Marketing Science , 33 (2), 188 - 205.    Abstract
  • Elea McDonnell Feit, Pengyuan Wang, Eric Bradlow, Peter Fader (2013), Fusing Aggregate and Disaggregate Data with an Application to Multiplatform Media Consumption , Journal of Marketing Research, 50, 348 - 364.    Abstract
  • Valeria Stourm, Eric Bradlow, Peter Fader (Under Revision), Stockpiling in Linear Loyalty Programs.  Abstract
  • Vibhanshu Abhishek, Kartik Hosanagar, Peter Fader (Under Revision), Aggregation Bias in Sponsored Search Data: The Curse and The Cure.  Abstract
  • Zhiqiang Zheng, Peter Fader, Balaji Padmanabhan (2012), From Business Intelligence to Competitive Intelligence: Inferring Competitive Measures Using Augmented Site-Centric Data, Forthcoming at Information Systems Research    Abstract
  • 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    Abstract
  • David Schweidel, Eric Bradlow, Peter Fader (2011), Portfolio Dynamics for Customers of a Multi-Service Provider, Management Science, 57 (3), 471-486    Abstract
  • Wendy Moe, Peter Fader, Barry Kahn (Working), Buying Tickets: Capturing the Dynamic Factors that Drive Consumer Purchase Decisions for Sporting Events.    Abstract
  • Peter Fader (2011), Modèles marketing pour l’espace des médias sociaux, Recherche et Applications en Marketing, 26 (3), 120 - 121.  
  • Peter Fader, Bruce Hardie, Jen Shang (2010), Customer-Base Analysis in a Discrete-Time Noncontractual Setting, Marketing Science, 29 (6), 1086-1108    Abstract
  • Peter Fader, Bruce Hardie (2010), Customer-Base Valuation in a Contractual Setting: The Perils of Ignoring Heterogeneity, Marketing Science, 29 (1), 85-93    Abstract
  • Peter Fader, Bruce Hardie (2010), Comment on “On Estimating Current-customer Equity Using Company Summary Data, Journal of Interactive Marketing, 25 (February), 18-19  
  • David Schweidel, Peter Fader, Eric Bradlow (2009), Modeling Retention Within and Across Cohorts in Contractual Relationships, Journal of Marketing    Abstract
  • Peter Fader, Wendy Moe, "Integrating Online and Offline Retailing". In Inside the Mind of the Shopper: The Science of Retailing, edited by Herb Sorensen, (2009).
  • Peter Fader, Bruce Hardie (2009), Probability Models for Customer-Base Analysis, Journal of Interactive Marketing, 23 (1), 61-69    Abstract
  • 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    Abstract
  • Wendy Moe, Peter Fader (2009), The Role of Price Tiers in Advance Purchasing of Event Tickets, Journal of Service Research, 12 (1), 73-86.    Abstract
  • 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.    Abstract
  • 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.    Abstract
  • 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    Abstract
  • David Schweidel, Peter Fader, Eric Bradlow (2008), A Bivariate Timing Model of Customer Acquisition and Retention, Marketing Science, 27 (5), 829–843.    Abstract
  • 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    Abstract
  • David Schweidel, Peter Fader, Eric Bradlow (2008), Modeling Service Retention Within and Across Cohorts under Limited Information, Journal of Marketing, 72 (1), 82-94    Abstract
  • Ka Lok Lee, Peter Fader, Bruce Hardie (2007), How to Project Patient Persistency, Foresight: The International Journal of Applied Forecasting    Abstract
  • Peter Fader, Bruce Hardie (2007), How to Project Customer Retention, Journal of Interactive Marketing, 21 (1), 76 - 90.    Abstract
  • Peter Fader, Bruce Hardie, Kinshuk Jerath (2007), Estimating CLV Using Aggregated Data: The Tuscan Lifestyles Case Revisited, Journal of Interactive Marketing, 21 (3), 55 - 57.    Abstract
  • Michael Braun, Peter Fader, Eric Bradlow, Howard Kunreuther (2006), Modeling the “Pseudodeductible” in Insurance Claims Decisions, Management Science, 52 (8), 1258 - 1272.    Abstract
  • Peter Fader, Bruce Hardie, Ka Lok Lee (2006), More than Meets the Eye, Marketing Research  
  • Peter Fader, Bruce Hardie, Ka Lok Lee (2005), ’RFM’ and ‘CLV’: Using Iso-value Curves for Customer Base Analysis, Journal of Marketing Research  
  • Peter Fader, Bruce Hardie, Ka Lok Lee (2005), Counting Your Customers’ the Easy Way: An Alternative to the Pareto/NBD Model, Marketing Science, 24, 275 - 284.    Abstract
  • Wagner Kamakura, Carl F. Mela, Asim Ansari, Anand Bodapati, Peter Fader, Raghuram Iyengar, Prasad Naik, Scott Neslin, Baohong Sun, Peter Verhoef, Michel Wedel, Ron Wilcox (2005), Choice Models and Customer Relationship Management, Marketing Letters, 16 (3-4), 279 - 291.    Abstract
  • Jeffrey Larson, Eric Bradlow, Peter Fader (2005), An Exploratory Look at Supermarket Shopping Paths, International Journal of Research in Marketing, 22 (4), 395 - 414.  
  • Peter Fader, Bruce G.S. Hardie, Ka Lok Lee (2005), RFM and CLV: Using Iso-value Curves for Customer Base Analysis, , Journal of Marketing Research, Vol XLII, 415-430.    Abstract
  • Peter Fader, Bruce G.S. Hardie (2005), The Value of Simple Models in New Product Forecasting and Customer-Base Analysis,  Abstract
  • Bruce G.S. Hardie, Peter 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.    Abstract
  • Peter Fader, Bruce G.S. Hardie, Chun-Yao Huang (2004), A Dynamic Changepoint Model for New Product Sales Forecasting, , Marketing Science, 23 (Winter), 50-65.    Abstract
  • Wendy Moe, Peter Fader (2004), Capturing Evolving Visit Behavior in Clickstream Data, , Journal of Interactive Marketing, 18 (Winter), 5-19.    Abstract
  • Wendy Moe, Peter Fader (2004), Dynamic Conversion Behavior at e-Commerce Sites, , Management Science, 50 (3), 326-335.    Abstract
  • Young-Hoon Park, Peter Fader (2004), Modeling Browsing Behavior at Multiple Web Sites, , Marketing Science, 23 (Summer), 280-303.    Abstract
  • Eric J Johnson, Wendy Moe, Peter Fader, Steven Bellman, Jerry Lohse (2004), On the Depth and Dynamics of Online Search Behavior, , Management Science, 50 (3), 299-308.    Abstract
  • Peter Fader, Bruce G.S. Hardie (Working), Can We Infer ‘Trial and Repeat' Numbers From Aggregate Sales Data?.    Abstract
  • Peter Fader, Bruce G.S. Hardie, Robert Zeithammer (2003), Forecasting New Product Trial in a Controlled Test Market Environment, , Journal of Forecasting, 22, 391-410.    Abstract
  • Peter Fader, Bruce Hardie (2002), A Note on an Integrated Model of Customer Buying Behavior, European Journal of Operational Research, 139 (3), 682 - 687.  
  • Eric Bradlow, Bruce Hardie, Peter Fader (2002), Bayesian Inference for the Negative Binomial Distribution via Polynomial Expansions, Journal of Computational and Graphical Statistics, 11 (1), 189 - 202.  
  • Wendy Moe, Peter Fader (2002), Using Advance Purchase Orders to Forecast New Product Sales, , Marketing Science, 21 (Summer), 347-364.    Abstract
  • Eric T. Bradlow, Peter Fader (2001), A Bayesian Lifetime Model for the ‘Hot 100' Billboard Songs, , Journal of the American Statistical Association, 96, 368-381.  
  • Peter Fader, Bruce G.S. Hardie (2001), Forecasting Repeat Sales at CDNOW: A Case Study, , Interfaces, 31, S94-S107.    Abstract
  • Wendy Moe, Peter Fader (2001), Modeling Hedonic Portfolio Products: A Joint Segmentation Analysis of Music CD Sales, , Journal of Marketing Research, 38 (August), 376-385.    Abstract
  • Wendy Moe, Peter Fader (2001), Uncovering Patterns in Cybershopping, , California Management Review, 43 (Summer), 106-117. (Reprinted in Understanding Consumer Behavior, Harvard Business School Publishing, 2002.).  
  • Peter Fader, Bruce Hardie (2000), A Note on Modelling Underreported Poisson Counts, Journal of Applied Statistics , 27 (8), 953 - 964.
  • B. G. S. Hardie, Leonard Lodish, Peter Fader, A. P. Sutcliffe, W. T. Kirk (Working), Attribute-based Market Share Models: Methodological Development and Managerial Applications.
  • Bruce G.S. Hardie, Peter Fader, Michael Wisniewski (1998), An Empirical Comparison of New Product Trial Forecasting Models, , Journal of Forecasting, 17, 209-229.    Abstract
  • Peter Fader, Bruce Hardie (1996), Modeling Consumer Choice Among SKUs, Journal of Marketing Research, 33, 442 - 452.  
  • C. B. Bhattacharya, Peter Fader, Leonard Lodish, Wayne Desarbo (1996), The Relationship Between the Marketing Mix and Share of Category Requirements, Marketing Letters, 7, 5 - 18.
  • Russell S. Winer, Randolph E. Bucklin, John Deighton, Tulin Erdem, Peter Fader, J. Jeffrey Inman, Hotaka Katahira, Kay Lemon, Andrew Mitchell (1994), When Worlds Collide: The Implications of Panel Data-Based Models for Consumer Behavior, Marketing Letters, 5, 385 - 394.
  • Peter Fader, David Schmittlein (1993), Excess Behavioral Loyalty for High-Share Brands: Deviations from the Dirichlet Model for Repeat Purchasing, Journal of Marketing Research, 30, 478 - 493.    Description
  • Bruce Hardie, Eric J Johnson, Peter Fader (1993), Modeling Loss Aversion and Reference Dependence Effects on Brand Choice, Marketing Science, 12, 378 - 394.  
  • Peter Fader, James M Lattin (1993), Accounting for Heterogeneity and Nonstationarity in a Cross-Sectional Model of Consumer Purchase Behavior, Marketing Science  
  • Peter Fader (1993), “Integrating the Dirichlet-Multinomial and Multinomial Logit Models of Brand Choice,, Marketing Letters, 4, 99 - 112.  
  • Peter Fader, James M Lattin, John D.C. Little (1992), Estimating Nonlinear Parameters in the Multinomial Logit Model, Marketing Science, 11, 372 - 385.  
  • Peter Fader, Leonard Lodish (1990), A Cross-Category Analysis of Category Structure and Promotional Activity for Grocery Products, Journal of Marketing, 54, 52 - 65.  
  • Peter Fader, Leigh McAlister (1990), An Elimination by Aspects Model of Consumer Response to Promotion Calibrated on UPC Scanner Data, Journal of Marketing Research, 27, 322 - 332.  
  • Peter Fader, John Hauser (1988), Implicit Coalitions in a Generalized Prisoners' Dilemma, Journal of Conflict Resolution, 32, 553 - 582.  
  • Leigh McAlister, Max Bazerman, Peter Fader (1986), Power and Goal Setting in Channel Negotiations, Journal of Marketing Research, 23, 228 - 236.