Wharton Customer Analytics

Research Opportunities

(Closed for Submission)

Identifying & Maintaining Great Financial Advisors Sponsored by Lincoln Financial Group

WCA is offering a new and exciting research opportunity sponsored by a leader in the financial services industry. Lincoln Financial Group offers a diverse range of financial products ranging from life and long term care insurance to annuities and defined contribution. This rich dataset contains individual records for financial advisors and agents selling their products, including 8 years of sales transactions. More specific details include:

  • Over 3 million individual sales transactions
  • Over 17 million individual wholesaler-advisor interactions and activities
  • Third party marketing and financial services industry data profiling over 300,000 advisors and prospects, including additional demographic data and competitor affiliations
  • Expense data for product distribution and licensing
  • Self-reported summary data on financial advisors

Lincoln Financial Group is open to a variety of research questions, but is particularly interested in predicting and exploring the lifetime value of financial advisors and agents. The data provides a unique opportunity to explore the effects of an advisor’s interaction with Lincoln on future productivity, as well as identify and evaluate potential new advisors. New approaches to “scoring” and segmentation based on product sales and other characteristics of an advisor profile are also encouraged.

Research Teams

The Impact of Firm’s Sales Support on Salesperson Lifetime Value
Minkyung Kim, Yale University
K. Sudhir Yale School of Management
Kosuke Uetake, Yale School of Management

Learning by Doing in the Context of Selling Financial Products
S Sriram, University of Michigan
Pradeep Chintagunta, University of Chicago
Joonhyuk Yang, Northwestern University

Dynamic Segmentation of Financial Advisors
Jian Ni, John Hopkins University
Lu Huang, University of Connecticut
Hongju Liu, University of Connecticut

Assessing the Agent-level, Client-level & Product-level Drivers of Agent Lifetime Value (ALV): Implications for the Financial Services Industry
V Kumar, Georgia State University
Sarang Sunder, Texas Christian University
Robert Leone, Texas Christian University

Choosing the Optimal Network of Financial Advisors in a  Marke
Gaston Illanes, Northwestern University
Vivek Bhattacharya, Massachusetts Institute of Technology
Manisha Padi, Law School, Yale University & Economics Department, MIT

(How) Does Regulation Affect Financial Advisor Profitability?
Eva Labro, University of North Carolina at Chapel Hill
James Omartian, University of North Carolina at Chapel

Success beyond Self-Performance:  Collective Performance Lift from Inter-Agent Effects
Nuo Xu, Old Dominion University
Yuping Liu-Thompkins, Old Dominion University
Yi Zhao, Georgia State University

Customer Lifetime Value and the Prediction of Long-term Best Customers
Caiyun Liu, Northwestern University
Blakeley McShane, Northwestern University
Eric Anderson, Northwestern University