Biography

Valeria Stourm is an Assistant Professor at HEC Paris. Her research focuses on Customer Relationship Management (CRM), which she has studied in the contexts of sharing economy platforms, loyalty programs, and digital advertising. She has also studied externalities from customer analytics which include unintended impacts on societal inequality, environmental impact, and consumer privacy. Her most recent work brings in CRM concepts into a platform setting and coins the term Provider Relationship Management (PRM). 

Valeria has forthcoming and published work at Marketing Science, Journal of Marketing Research, International Journal of Research in Marketing and in a highly competitive special issue of Marketing Letters stemming from the best papers out of the selective Triennial Choice Symposium. Her research has earned approximately over 100,000 EUR in grants, and earned prestigious recognitions including Finalist for the  Weitz-Winer-O'Dell Award for “the article in the Journal of Marketing Research that has made the most significant long-term contribution to marketing theory, methodology, and/or practice,” Finalist for the Paul E. Green Award for “the best article in the Journal of Marketing Research that demonstrates the greatest potential to contribute significantly to the practice of marketing research,” Winner for the Don Lehmann Award for “the best dissertation-based paper published in the past two years in Journal of Marketing or Journal of Marketing Research,” Finalist for the Marketing Science Institute (MSI) Research Priorities Working Paper Competition, and Winner for the AMS Review-Sheth Foundation Annual Doctoral Competition, as well as honorable mentions for the AMA Mathew Joseph Emerging Scholar Award and the MSI Alden G. Clayton Doctoral Dissertation Proposal Competition. 

With regards to teaching, in recognition of her innovations in pedagogy, she received the HEC Foundation's school-wide teaching innovation prize, the Prix Bruno Roux de Bezieux pour l'Initiative Pédagogique in 2022. The award was granted unanimously by a jury of HEC Alumni. Valeria also regularly reviews for top journals including Marketing Science, Management Science, Journal of Marketing Research, and Journal of Marketing, among others. 

She holds a BS, MS, and PhD from the Wharton School at the University of Pennsylvania. She also has AI (Artificial Intelligence) experience building and coding autonomous vision-based vehicle robots at NASA's AMES Research Center. She is a dual citizen of Costa Rica and France.

CV of Valeria Stourm

PUBLICATIONS

Google Scholar profile: https://scholar.google.fr/citations?user=Zgv0WW0AAAAJ&hl=en&oi=ao

SSRN profile: https://papers.ssrn.com/sol3/cf_dev/AbsByAuth.cfm?per_id=1892754

Web of Science profile: AAB-3136-2021

1. Stockpiling Points in Linear Loyalty Programs 

Stourm, Valeria, Eric T. Bradlow, and Peter S. Fader (2015 ), “Stockpiling Points in Linear Loyalty Programs," Journal of Marketing Research, 52  (2 ), 253 -267 .

• Winner of the 2016 Donald R. Lehmann Award for the best dissertation based paper published in the past two years in Journal of Marketing Research.

• Finalist for the 2016 Paul E. Green Award for the best article in the Journal of Marketing Research that demonstrates the greatest potential to contribute significantly to the practice of marketing research.

• Finalist for the 2020 Weitz-Winer-O'Dell Award for the article in the Journal of Marketing Research that has made the most significant long-term contribution to marketing theory, methodology, and/or practice.

2. Incorporating hidden costs of annoying ads in display auctions

Stourm, Valeria and Eric Bax (2017 ), “Incorporating hidden costs of annoying ads in display auctions." Volume 34, International Journal of Research in Marketing, p 622-640.

Access the paper here: https://www.sciencedirect.com/science/article/abs/pii/S0167811617300071

4. Cross-Reward Effects in a Coalition Loyalty Program: The Impact of a Point Currency Devaluation

Stourm, Valeria and Eric T. Bradlow (2023), "Cross-reward effects in a coalition loyalty program: the impact of a point currency devaluation," 40, International Journal of Research in Marketing, p. 276-293. 

Web version: https://doi.org/10.1016/j.ijresmar.2022.08.003

5. Estimating Sparse Spatial Demand to Manage Crowdsourced Supply in the Sharing Economy

Stourm, Ludovic and Valeria Stourm (2024), "Estimating Sparse Spatial Demand to Manage Crowdsourced Supply in the Sharing Economy," articles in advance at Marketing Science 

Available on SSRN: https://papers.ssrn.com/sol3/papers.cfm?abstract_id=4716903

Also available here: https://pubsonline.informs.org/doi/10.1287/mksc.2022.0458

OTHER

Select Media Coverage

Summary of Media Coverage for Stourm, Valeria, Eric T. Bradlow, and Peter S. Fader (2015 ), “Stockpiling Points in Linear Loyalty Programs," Journal of Marketing Research, 52  (2 ), 253 -267 .

• Knowledge@Wharton, How Brands Can Build Better Loyalty Programs – June 30, 2015

• Knowledge@HEC, Why consumers stockpile rather than spend loyalty-program points – April 10, 2017

  • Republished by:

    1. Global Network Perspectives, Why Consumers Stockpile Rather Than Spend Loyalty-Program Points – August 18, 2017

    2. Get Frank

    3. Hotel News Resource

    4. MBA-América Economía

    5. Retail Latin America

    6. World Economic Forum

Media coverage for Stourm, Valeria and Eric T. Bradlow (2023), "Cross-reward effects in a coalition loyalty program: the impact of a point currency devaluation," 40, International Journal of Research in Marketing, p. 276-293. 

• Featured in IJRM Newsletter (2022) "Too big to be in an open relationship":

• https://www.ijrm-newsletter.com/post/too-big-to-be-in-an-open-relationship