Valeria Stourm

Biography

Valeria Stourm is an Assistant Professor at HEC Paris. Her research focuses on externalities in Customer Relationship Management. Within this scope, she has work on customer behavior in loyalty programs, the intersection between customer-level marketing analytics with privacy, environmental sustainability and inequality, as well as in the sharing economy and digital advertising. 

Her research has earned prestigious recognitions: she was selected as Winner for AMA's 2016 Donald R. Lehmann Award for “outstanding dissertation-based article published in Journal of Marketing Research ”, was finalist for the 2015 Paul E. Green Award and 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", and received multiple honorable mentions. Her research was also awarded as Finalist for the Marketing Science Institute 2018-2020 Research Priorities Working Paper Competition, and was selected among the top 10 papers from the competitive 11th Triennial Choice Symposium. 

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. 

She holds a PhD in Marketing, and MS and BS from the Wharton School at the University of Pennsylvania. 

CV of Valeria Stourm

Click the upper-right corner to download

vstourm_CV_Nov2018.pdf

PUBLICATIONS

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 .


StourmBradlowFader2015.pdf
HEC talk_v1.pdf

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.

StourmBax2017.pdf

PDF copy of publication

PresentMktplacev8.pdf

Summary presentation slides (of an early draft) 

3. Refocusing Loyalty Programs in the Era of Big Data: A Societal Lens Paradigm

Stourm, Valeria, Scott Neslin, Eric T. Bradlow, Els Breugelmans, So Yeon Chun, Pedro Gardete, P.K. Kannan, Praveen Kopalle, Young-Hoon Park, David Restrepo Amariles, Raphael Thomadsen, Yuping Liu-Thompkins, Rajkumar Venkatesan (2020) Marketing Letters, published online June 2, 2020.

Access the paper at: https://rdcu.be/b4y12

https://link.springer.com/article/10.1007/s11002-020-09523-x


Stourm2020ML.pdf

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

1-s2.0-S0167811622000659-main.pdf

PAPERS UNDER REVIEW OR REVISION

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," currently revising to resubmit to Marketing Science following a minor revision.

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

OTHER

Brochure Prix 2021 - Initiative pedagogique.pdf

HEC Data Day 2019

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 .

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.