Collaborative Research Opportunity: Customer Lifetime Value for Business-to-Business Customers

Wharton Customer Analytics Research Opportunities (Closed for Submission) Collaborative Research Opportunity: Customer Lifetime Value for Business-to-Business Customers Wharton Customer Analytics (WCA) is announcing a brand new collaborative research opportunity with A Leading Supplier of Industrial Products & Services, who is seeking research proposals on customer lifetime value (CLV) research forRead More

Collaborative Research Opportunity with Electronic Arts

Wharton Customer Analytics Research Opportunities (Closed for Submission) Collaborative Research Opportunity with Electronic Arts View Webinar Recording Unlike past WCA programs, which focused (primarily) on providing access to data, this program will put researchers in direct collaboration with professionals at the company.  This close-working relationship will allow researchers to benefitRead More

Market Positioning Using Cross-Reward Effects in a Coalition Loyalty Program

Wharton Customer Analytics Research Paper Series Market Positioning Using Cross-Reward Effects in a Coalition Loyalty Program While single-brand reward programs encourage customers to remain loyal to that one brand, coalition programs encourage customers to be “promiscuous” by offering points redeemable across partner stores. Despite the benefits of this “open relationship”Read More

Can Offline Stores Drive Online Sales?

Wharton Customer Analytics Research Paper Series Can Offline Stores Drive Online Sales? We use evidence from store openings by a bricks-and-clicks retailer to examine the drivers of substitution and complementarity between online and offline retail channels. Our evidence supports the coexistence of substitution across channels and complementarity in demand. InRead More