Peter S. Fader is the Frances and Pei-Yuan Chia Professor of Marketing at the Wharton School of the University of Pennsylvania. His expertise centers around the analysis of behavioral data to understand and forecast customer shopping/purchasing activities. He works with firms from a wide range of industries, such as telecommunications, financial services, gaming/entertainment,retailing, and pharmaceuticals. Managerial applications focus on topics such as customer relationship management, lifetime value of the customer, and sales forecasting for new products. Much of his research highlights the consistent (but often surprising) behavioral patterns that exist across these industries and other seemingly different domains. These insights are reflected in his book,“Customer Centricity: Focus on the Right Customers for Strategic Advantage.” Professor Fader believes that marketing should not be viewed as a “soft” discipline, and he frequently works with different companies and industry associations to improve managerial perspectives in this regard. His work has been published in (and he serves on the editorial boards of) a number of leading journals in marketing, statistics, and the management sciences. He has won many awards for his teaching and research accomplishments. In addition to his various roles and responsibilities at Wharton,
Professor Fader is also co-founder of Zodiac (http://www.zodiacmetrics.com/), a SaaS-based company that aims to make top-notch customer valuation models and insights easily accessible to a broad array of data-driven organizations.
Session Title: The Science of Customer Centricity
READ: “Insight from Hindsight: 10 Lessons I’ve Learned about Customer Centricity”