Leadership

Wharton Customer Analytics Leadership oversees the advancement of experiential learning programs that connect companies with top-tier Wharton and Penn students and their PhD bench strength of 3,700+ academics from leading global institutions.

Raghu Iyengar

Miers-Busch, W’1885 Professor, Professor of Marketing, and Faculty Director, Wharton Customer Analytics

Professor Raghu Iyengar’s research interests fall in two domains: pricing and social influence. In the area of pricing, his work focuses on the impact of multi-part pricing schemes on consumer response. The success of such pricing mechanisms to extract consumer surplus depends on how consumers respond to different components. Methodologically, Iyengar has developed novel consumer demand models that capture the effect of multi-part pricing tariffs in a theoretically meaningful way and include contextual factors such as consumers’ uncertainty about usage. Substantively, he has shown that accounting for consumers’ uncertainty is important for firm profits especially when multi-part prices are employed. In the area of social networks, Iyengar has done work that has investigated how and why such influence may be at work. Across several studies, Iyengar has identified the underlying mechanism(s) such as awareness, social learning or social normative pressure that may be at work in different contexts. Understanding the mechanism(s) is important not only theoretically but also managerially, because which customers to target and which ties to activate using what message depends on what mechanism is at work.

Professor Iyengar’s other current research projects focus on the impact of referral coupons on consumer behavior and how changes in loyalty program requirements may change future customer behavior. His research has been published or forthcoming in Journal of Marketing Research, Marketing Science, Psychometrika, Quantitative and Marketing Economics and Experimental Economics. He serves on the Editorial Boards of Journal of Marketing Research, Marketing Science and the International Journal of Research in Marketing.

Professor Iyengar’s teaching interests are in the area of Marketing Research and Analytics. He earned his PhD and MPhil from Columbia University and his B. Tech. from IIT Kanpur, India.

Contact Raghu at riyengar@wharton.upenn.edu.

Mary Purk

Executive Director, Wharton Customer Analytics

As the Executive Director of Wharton Customer Analytics, Mary Purk leads the academic research center that focuses on the development and application of cutting-edge analytics methods. Through WCA’s experiential programs, Ms. Purk connects students, academics, and professionals across multiple industries to solve complex, real-world business challenges using machine learning, AI, and big data.

Ms. Purk has held other principal roles at Nielsen and IRI developing and implementing enterprise-wide analytic platforms focused on customers and brand equity. Her expertise includes forecast models, consumer segmentations, marketing mix models, product assortments, pricing, and digital strategies.

Other work experience includes leading the Retail Research Center at the University of Chicago Booth School of Business and consulting roles with Accenture and AT Kearney.

Ms. Purk is a proud MBA alumnus of the University of Chicago Booth and the University of Illinois. Ms. Purk has designed and instructed executive education courses, presented at numerous conferences, and published papers in the Journal of Marketing and Journal of Retailing.

Contact Mary at marypurk@wharton.upenn.edu.