Peter S. Fader
University of Pennsylvania
149 Papers
1.3K Citations
Peter S. Fader is an academic researcher from University of Pennsylvania. The author has contributed to research in topics: Customer lifetime value & Purchasing. The author has an hindex of 51, co-authored 149 publications. Previous affiliations of Peter S. Fader include Northwestern University.
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Papers
Modeling Loss Aversion and Reference Dependence Effects on Brand Choice
TL;DR: This paper developed a multinomial logit formulation of a reference-dependent choice model, calibrating it using scanner data, and found that consumers weigh losses from a reference point more than equivalent sized gains loss aversion.
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Modeling Loss Aversion and Reference Dependence Effects on Brand Choice
TL;DR: This article developed a multinomial logit formulation of a reference-dependent choice model, calibrating it using scanner data, and found that consumers weigh losses from a reference point more than equivalent sized gains (loss aversion).
813
Dynamic Conversion Behavior at E-Commerce Sites
Wendy W. Moe,Peter S. Fader +1 more
TL;DR: The proposed model of conversion behavior that predicts each customer's probability of purchasing based on an observed history of visits and purchases offers excellent statistical properties, including its performance in a holdout validation sample, and also provides useful managerial diagnostics about the patterns underlying online buyer behavior.
RFM and CLV: Using Iso-Value Curves for Customer Base Analysis
TL;DR: In this article, the authors present a new model that links the well-known RFM (recency, frequency, and monetary value) paradigm with customer lifetime value (CLV).
On the Depth and Dynamics of Online Search Behavior
TL;DR: In this article, the authors examined search behavior at the individual level in terms of the depth of search, the dynamics of search and the activity of search for three commodity-like products (books, compact discs and air travel services).