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The Pareto/NBD model is one of the best-known models in customer base analysis. Extant literature has brought up three different Markov Chain Monte Carlo (MCMC) procedures for parameter estimation of this model. Nevertheless, three main research gaps remain. Firstly, the issue of hyper parameter sensitivity for these procedures has been disregarded even though this is crucial when dealing with small sample sizes. Secondly, present research lacks a performance comparison between the different MCMC procedures as well as with Maximum Likelihood Estimates (MLE). Thirdly, existing minimal data set requirements for this model neglect MCMC estimation procedures as they only refer to MLE. To tackle these gaps, we perform two extensive simulation studies. We demonstrate that the algorithms differ in their sensitivity towards the hyper distributions and identify one algorithm that outperforms the other procedures in all respects. In addition, we provide deeper insights into individual level forecasts when using MCMC and enhance extant data set limitation guidelines by considering not only the cohort size but also the length of the calibration period.

Worth the effort? Comparison of different MCMC algorithms for estimating the Pareto/NBD model