SCECR 2013

Two Papers Accepted at Statistical Challenges in E-Commerce Research

Our papers on the effect of proactive churn management and on the effect of peer influence in the consumption of VoD movies will be presented at SCECR. In the first paper we show how firms can use pro-active churn management to better retain consumers who are about to end their contracts and how social network data can be used to improve retention. In the second paper we show results from a large-scale randomized experiment on the effect of price promotions on VoD movies. In particular, we show that VoD sales may decrease with price promotions but that this effect might be mitigated if firms target consumers with many friends because this may generate enough peer influence so that friends buy more movies countering the former effect.
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