Valeria Stourm

Biography of Valeria Stourm

Valeria Stourm is an Assistant Professor at HEC Paris. She holds three degrees from the Wharton School at the University of Pennsylvania: a PhD in Marketing, an MS in Marketing, and a BS in Economics.

Professor Stourm’s main area of research provides insights into emerging types of loyalty programs using empirical models of consumer behavior. She has also published on how to better price online display advertising to encourage more effective and less annoying ads.

Stourm's research has been published in Journal of Marketing Research and International Journal of Research in Marketing, and has earned important recognitions: her publication “Stockpiling Points in Linear Loyalty Programs” was the winner of AMA's 2016 Donald R. Lehmann Award for “outstanding dissertation-based article published in Journal of Marketing Research ” and was named Finalist for the 2015 Paul E. Green Award. She received honorable mentions for the AMA Mathew Joseph Emerging Scholar Award (2015) and the MSI Alden G. Clayton Doctoral Dissertation Proposal Award (2015). She is a Finalist for the MSI 2018-2020 Research Priorities Working Paper Competition. She is currently co-organizing an interdisciplinary workshop on loyalty program research with thought-leaders around the world for the 11th Triennial Invitational Choice Symposium.

Professor Stourm currently teaches marketing analytics courses at HEC's Grand Ecole and Doctoral programs. Professor Stourm has served as a reviewer for leading business journals and is a member of the American Marketing Association (AMA) since 2014. She has worked in digital media research at Yahoo! Marketplace Architecture, in investment banking at Morgan Stanley in New York, and in investment management and executive consulting.

CV of Valeria Stourm

PUBLICATIONS

The Research tab contains my academic research publications, summary slides, and news coverage.

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

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 .

• This paper won the 2016 Don Lehmann Award for the best dissertation based paper published in the past two years in Journal of Marketing Research.
• This paper was named 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

Below you can access:

1. A PDF copy of the publication
2. Summary presentation slides from a research seminar at HEC Paris.

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.

UNPUBLISHED RESEARCH (WORKING PAPERS)

1. Market positioning using cross-reward effects in a coalition loyalty program

Stourm, Valeria, Eric T. Bradlow and Peter S. Fader (2017)

This paper is based on the second chapter of my dissertation. It is available at SSRN: http://ssrn.com/abstract=3075129

This paper is a finalist for the MSI 2018-2020 Research Priorities Working Paper Competition.

http://www.msi.org/articles/msi-announces-winner-finalists-in-working-paper-competition-4/

MEDIA COVERAGE OF RESEARCH