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  • March–April 2023
  • Article

Pricing for Heterogeneous Products: Analytics for Ticket Reselling
By: Michael Alley, Max Biggs, Rim Hariss, Charles Herrmann, Michael Lingzhi Li and Georgia Perakis
Problem definition: We present a data-driven study of the secondary ticket market. In particular, we are primarily concerned with accurately estimating price sensitivity for listed tickets. In this setting, there are many issues including endogeneity, heterogeneity in...  View Details
Keywords: Price; Demand and Consumers; AI and Machine Learning; Investment Return; Entertainment and Recreation Industry; Sports Industry
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  • September–October 2020
  • Article

Managing Churn to Maximize Profits
By: Aurelie Lemmens and Sunil Gupta
Customer defection threatens many industries, prompting companies to deploy targeted, proactive customer retention programs and offers. A conventional approach has been to target customers either based on their predicted churn probability or their responsiveness to a...  View Details
Keywords: Churn Management; Defection Prediction; Loss Function; Stochastic Gradient Boosting; Customer Relationship Management; Consumer Behavior; Profit
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  • August 2018 (Revised September 2018)
  • Supplement

LendingClub (C): Gradient Boosting & Payoff Matrix
By: Srikant M. Datar and Caitlin N. Bowler
This case builds directly on the LendingClub (A) and (B) cases. In this case students follow Emily Figel as she builds an even more sophisticated model using the gradient boosted tree method to predict, with some probability, whether a borrower would repay or default...  View Details
Keywords: Data Analytics; Data Science; Investment; Financing and Loans; Analytics and Data Science; Analysis; Forecasting and Prediction
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  • 2019
  • Working Paper

Managing Churn to Maximize Profits
By: Aurelie Lemmens and Sunil Gupta
Customer defection threatens many industries, prompting companies to deploy targeted, proactive customer retention programs and offers. A conventional approach has been to target customers either based on their predicted churn probability, or their responsiveness to a...  View Details
Keywords: Churn Management; Defection Prediction; Loss Function; Stochastic Gradient Boosting; Customer Relationship Management; Consumer Behavior; Profit
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