Curriculum Vitae |
Overcoming the Cold Start Problem of CRM using a Probabilistic Machine Learning Approach (Under 3rd round review at Journal of Marketing Research)
Padilla, Nicolas and Eva Ascarza
The Twofold Effect of Customer Retention in Freemium Settings
Eva Ascarza, Oded Netzer and Julian Runge
Detecting Routines in Ride-sharing: Implications For Customer Management”
Ryan Dew, Eva Ascarza, Oded Netzer, and Nachum Sicherman
The Customer Journey as a Source of Information.”
Padilla, Nicolas, Eva Ascarza and Oded Netzer
Retention futility: Targeting high-risk customers might be ineffective
Journal of Marketing Research (2018) 55(1), 80–98.
Winner, 2018 Paul E. Green Award
In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions
Eva Ascarza, Scott A. Neslin, Oded Netzer et al
Customer Needs and Solutions (2018) 5, 65–81.
Finalist, 2019 MSI Robert D. Buzzell Best Paper Award
Some Customers Would Rather Leave Without Saying Goodbye
Eva Ascarza, Oded Netzer and Bruce Hardie
Marketing Science (2017) 37(1), 54–77.
Beyond the Target Customer: Social Effects of CRM Campaigns
Eva Ascarza, Peter Ebbes, Oded Netzer and Matthew Danielson
Journal of Marketing Research (2017) 54(3), 347–363. (Lead article)
Finalist, 2017 Paul E. Green Award
The perils of proactive churn prevention using plan recommendations: Evidence from a field experiment
Ascarza, Eva, Raghuram Iyengar and Martin Schleicher
Journal of Marketing Research (2016) 53(1), 46–60.
Finalist, 2016 Paul E. Green Award
A Joint Model of Usage and Churn in Contractual Settings
Eva Ascarza and Bruce G.S. Hardie
Marketing Science. (2013) 32(4), 570–590.
Winner, 2014 Frank M. Bass Outstanding Dissertation Award
When Talk is Free: The Effect of Tariff Structure on Usage under Two and Three-Part Tariffs
Eva Ascarza, Anja Lambrecht and Naufel Vilcassim
Journal of Marketing Research (2012) 49(6), 882–899.
Marketing Models for the Customer-Centric Firm
Eva Ascarza, Peter S. Fader, and Bruce G.S. Hardie
Handbook of Marketing Decision Models (2017), edited by Berend Wierenga and Ralf van der Lans, Springer.
(SELECTED) RESEARCH IN PROGRESS
“BEAT Unintended Bias in Targeting Policies” coauthored with Ayelet Israeli.
“Managing Multiple Causes of Churn” coauthored with Oded Netzer, Jake An and Hengyu Kuang.
“Acquiring Customers Bidding for CLV” coauthored with Klaus Miller and Daniel McCarthy.
“Decomposing the Heterogeneity in the Effect of Marketing Actions” coauthored with Peter Ebbes and Oded Netzer.
Business School | Marketing Unit