Buyer behavior · Dynamic mailing-policy model estimated on historical catalog data and evaluated in a large-scale field test.
Dynamic Catalog Mailing Policies
Management Science · 2006
Summary
The dynamic model received support in the field test, while results also identified opportunities for improvement over the model.
For your marketing
Possible founder application
Use as a behavioral mechanism or experiment-design reference, not a direct forecast for a SaaS funnel.
Reported result
What the study found
The dynamic model received support in the field test, while results also identified opportunities for improvement over the model.
Research question
What the authors investigated
Can dynamic, long-run-aware catalog mailing outperform myopic likelihood-of-immediate-order targeting?
Design
Dynamic mailing-policy model estimated on historical catalog data and evaluated in a large-scale field test.
Sample and setting
Large historical sample from a mail-order catalog firm plus field-test customers.
Scope and transfer
Limitations to keep in view
One catalog firm and policy evaluation; abstract explicitly notes further improvement opportunities.
Research sources
Publisher abstract states historical-data application and large-scale field test, with support and improvement opportunities. Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.