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

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.

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

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," working paper under review

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

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