The Wharton Club of Chicago is honored to bring you Wharton Prof. Peter Fader!
Join us for a special event with our own award-winning, author, speaker, founder and professor!
Professor Peter Fader
Frances and Pei-Yuan Chia Professor of Marketing
The Wharton School of the University of Pennsylvania
Professor Fader will discuss new ways of valuing corporations from the “bottom up,” i.e., determining the forward-looking financial value of the customer base, as a complementary perspective to the standard “top down” methodologies that dominate current practice. This notion, sometimes called “customer equity,” is gaining increasing interest among a variety of functional areas in the corporation (e.g., venture divisions, accounting and finance, as well as marketing), and is often associated with the kinds of “customer-centric” strategic perspectives that arise from Professor Fader’s book (“Customer Centricity: Focus on the Right Customers for Strategic Advantage”). This session will introduce this new concept, show how it fits within traditional valuation approaches, and offer some current examples of customer-based corporate valuation applied to several companies.
Peter S. Fader's 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, 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.
DATE: Wednesday, Nov. 1, 2017
TIME: 5:30 pm Reception
6:00 pm Presentation
LOCATION: Offices of Horwood, Marcus and Berk, Chartered; 500 W Madison St #3700, Chicago, IL 60661
WCC members and their guests: $20/person
Non-members of WCC and their guests: $35/person
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CANCELLATION POLICY: All cancellations must be received two (2) business days BEFORE the event or the attendee who made the reservation may not receive a refund, regardless of participation, due to costs associated with the reservation.