Peter Fader, PhD

Frances and Pei-Yuan Chia Professor; Professor of Marketing, The Wharton School

Research Interests:

Lifetime value of the customer, sales forecasting for new products, behavioral data

About Peter:

Peter S. Fader is the Frances and Pei-Yuan Chia Professor of Marketing at the Wharton School of the University of Pennsylvania. His 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.

In addition to his various roles and responsibilities at Wharton, Professor Fader co-founded a predictive analytics firm (Zodiac) in 2015, which was sold to Nike in 2018. He then co-founded (and continues to run) Theta Equity Partners to commercialize his more recent work on “customer-based corporate valuation.”

Fader is the author of Customer Centricity: Focus on the Right Customers for Strategic Advantage and coauthor with Sarah E. Toms of the book The Customer Centricity Playbook. He has been quoted or featured in the New York Times, the Wall Street Journal, the Economist, the Washington Post, and on NPR, among other media. In 2017, Advertising Age named Professor Fader as one of its inaugural “25 Marketing Technology Trailblazers,” and was the only academic on the list.

Read full faculty bio on Wharton website


Customer Centricity: Focus on the Right Customers for Strategic Advantage

Check out Peter Fader’s book from Wharton Digital Press.


Executive Education Programs Taught:

Customer Analytics

Gain an in-depth understanding of new forms of customer data, enhance your ability to forecast customer behavior, and acquire the skills to develop and execute effective monetization strategies.

Executive Development Program

Academic Director

Transitioning from functional, unit, or regional management to general management requires knowledge in areas such as finance, marketing, leadership, and strategy. This program prepares you for the complexities of organizational dynamics, communication, and leadership.