The ability to identify customers' dynamics and its drivers present an opportunity for firms to optimize their marketing resource allocation and increase long-run profitability. Accordingly, we address the following managerial questions in this research: (1) how can firms dynamically segment...

Over the course of a repeated game, players often exhibit some degree of learning in selecting their best response. Research in economics and marketing has identified two key types of learning rules: belief and reinforcement. It has been shown that players use either one of the these learning...

We propose a Hidden Markov Model (HMM) approach to identifying on-shelf out-of-stock (OOS) by detecting changes in sales patterns due to unobserved states of the shelf. We calibrate our model using point-of-sales (POS) data from a big-box retailer. We validate our approach using visual...

While many studies have investigated consumer purchase behavior in reward programs, a better understanding of customer redemption behavior is lacking, particularly when promotions affect a core aspect of reward programs—free rewards. In this paper, we examine the impact of a promotion on...

This paper identifies four attentional processes that increase efficiency and accuracy in repeated lexicographic tasks using an instructed strategy approach. We propose a framework to decompose attentional effort used to make a decision into four components: Orientation, Wrong Target, Duration,...