提升建模对于优化营销策略至关重要，它通过选择可能对特定营销活动做出积极反应的个体来实现。在多处理营销活动中，这种重要性进一步凸显，因为存在多种处理方式，我们可能希望将客户分配到能产生最大影响的处理中。虽然已有使用 Causalml 等便捷框架的现有方法，但在多处理情况下仍有提升建模效果的潜在空间。本文提出了一种用于多处理活动提升建模的新方法，利用分数排序和校准技术来提高营销活动的整体性能。我们回顾了现有的提升模型，包括 Meta Learner 框架（S、T、X）及其在现实场景中的应用。此外，我们深入探讨了多处理研究的见解，以突出该领域的复杂性和潜在进展。我们的方法结合了 Meta-Learner 校准和基于分数排序的优惠选择策略。在真实数据集上的大量实验结果证明了我们方法的实际益处和卓越性能。研究结果强调了整合分数排序和校准技术在优化提升预测的性能和可靠性方面的关键作用，从而推进了营销分析中的预测建模，并为寻求优化活动策略的从业者提供了可操作的见解。
英文摘要：
Uplift modeling is essential for optimizing marketing strategies by selecting individuals likely to respond positively to specific marketing campaigns. This importance escalates in multi-treatment marketing campaigns, where diverse treatment is available and we may want to assign the customers to treatment that can make the most impact. While there are existing approaches with convenient frameworks like Causalml, there are potential spaces to enhance the effect of uplift modeling in multi treatment cases. This paper introduces a novel approach to uplift modeling in multi-treatment campaigns, leveraging score ranking and calibration techniques to improve overall performance of the marketing campaign. We review existing uplift models, including Meta Learner frameworks (S, T, X), and their application in real-world scenarios. Additionally, we delve into insights from multi-treatment studies to highlight the complexities and potential advancements in the field. Our methodology incorporates Meta-Learner calibration and a scoring rank-based offer selection strategy. Extensive experiment results with real-world datasets demonstrate the practical benefits and superior performance of our approach. The findings underscore the critical role of integrating score ranking and calibration techniques in refining the performance and reliability of uplift predictions, thereby advancing predictive modeling in marketing analytics and providing actionable insights for practitioners seeking to optimize their campaign strategies.
School of Business and Economics, Humboldt-University of Berlin（柏林洪堡大学经济与商学院）；Institute of Computer Science, Polish Academy of Sciences（波兰科学院计算机科学研究所）
Uplift models support decision-making in marketing campaign planning. Estimating the causal effect of a marketing treatment, an uplift model facilitates targeting communication to responsive customers and efficient allocation of marketing budgets. Research into uplift models focuses on conversion models to maximize incremental sales. The paper introduces uplift modeling strategies for maximizing incremental revenues. If customers differ in their spending behavior, revenue maximization is a more plausible business objective compared to maximizing conversions. The proposed methodology entails a …
Uplift models provide a solution to the problem of isolating the marketing effect of a campaign. For customer churn reduction, uplift models are used to identify the customers who are likely to respond positively to a retention activity only if targeted, and to avoid wasting resources on customers that are very likely to switch to another company. We introduce a Qini-based uplift regression model to analyze a large insurance company's retention marketing campaign. Our approach is based on logistic regression models. We show that a Qini-optimized uplift model acts as a regularizing factor for u…
Marketing campaigns are a set of strategic activities that can promote a business's goal. The effect prediction for marketing campaigns in a real industrial scenario is very complex and challenging due to the fact that prior knowledge is often learned from observation data, without any intervention for the marketing campaign. Furthermore, each subject is always under the interference of several marketing campaigns simultaneously. Therefore, we cannot easily parse and evaluate the effect of a single marketing campaign. To the best of our knowledge, there are currently no effective methodologies…
Uplift is a particular case of individual treatment effect modeling. Such models deal with cause-and-effect inference for a specific factor, such as a marketing intervention. In practice, these models are built on customer data who purchased products or services to improve product marketing. Uplift is estimated using either i) conditional mean regression or ii) transformed outcome regression. Most existing approaches are adaptations of classification and regression trees for the uplift case. However, in practice, these conventional approaches are prone to overfitting. Here we propose a new met…
Uplift Modeling based on Graph Neural Network Combined with Causal Knowledge
Alipay, AntGroup（支付宝，蚂蚁集团）；Imperial College London（伦敦帝国理工学院）；University College London（伦敦大学学院）；Zhejiang University（浙江大学）；Peking University（北京大学）；Zhejiang Lab（之江实验室）
This work explores the idea of a causal contextual multi-armed bandit approach to automated marketing, where we estimate and optimize the causal (incremental) effects. Focusing on causal effect leads to better return on investment (ROI) by targeting only the persuadable customers who wouldn't have taken the action organically. Our approach draws on strengths of causal inference, uplift modeling, and multi-armed bandits. It optimizes on causal treatment effects rather than pure outcome, and incorporates counterfactual generation within data collection. Following uplift modeling results, we opti…
Uplift modeling is an emerging machine learning approach for estimating the treatment effect at an individual or subgroup level. It can be used for optimizing the performance of interventions such as marketing campaigns and product designs. Uplift modeling can be used to estimate which users are likely to benefit from a treatment and then prioritize delivering or promoting the preferred experience to those users. An important but so far neglected use case for uplift modeling is an experiment with multiple treatment groups that have different costs, such as for example when different communicat…
This paper studies the decision making problem with Funnel Structure. Funnel structure, a well-known concept in the marketing field, occurs in those systems where the decision maker interacts with the environment in a layered manner receiving far fewer observations from deep layers than shallow ones. For example, in the email marketing campaign application, the layers correspond to Open, Click and Purchase events. Conversions from Click to Purchase happen very infrequently because a purchase cannot be made unless the link in an email is clicked on. We formulate this challenging decision making…
Customer scoring models are the core of scalable direct marketing. Uplift models provide an estimate of the incremental benefit from a treatment that is used for operational decision-making. Training and monitoring of uplift models require experimental data. However, the collection of data under randomized treatment assignment is costly, since random targeting deviates from an established targeting policy. To increase the cost-efficiency of experimentation and facilitate frequent data collection and model training, we introduce supervised randomization. It is a novel approach that integrates e…
We apply causal machine learning algorithms to assess the causal effect of a marketing intervention, namely a coupon campaign, on the sales of a retailer. Besides assessing the average impacts of different types of coupons, we also investigate the heterogeneity of causal effects across different subgroups of customers, e.g., between clients with relatively high vs. low prior purchases. Finally, we use optimal policy learning to determine (in a data-driven way) which customer groups should be targeted by the coupon campaign in order to maximize the marketing intervention's effectiveness in term…
Southeast University（东南大学）；University of South Australia（南澳大学）
A central question in many fields of scientific research is to determine how an outcome would be affected by an action, or to measure the effect of an action (a.k.a treatment effect). In recent years, a need for estimating the heterogeneous treatment effects conditioning on the different characteristics of individuals has emerged from research fields such as personalized healthcare, social science, and online marketing. To meet the need, researchers and practitioners from different communities have developed algorithms by taking the treatment effect heterogeneity modeling approach and the upli…
Institute of Computer Science, Polish Academy of Sciences（波兰科学院计算机科学研究所）
Uplift modeling is an area of machine learning which aims at predicting the causal effect of some action on a given individual. The action may be a medical procedure, marketing campaign, or any other circumstance controlled by the experimenter. Building an uplift model requires two training sets: the treatment group, where individuals have been subject to the action, and the control group, where no action has been performed. An uplift model allows then to assess the gain resulting from taking the action on a given individual, such as the increase in probability of patient recovery or of a prod…
Vrije Universiteit Brussel（布鲁塞尔自由大学）；Solvay Business School（索尔维商学院）
Uplift modeling has effectively been used in fields such as marketing and customer retention, to target those customers that are most likely to respond due to the campaign or treatment. Uplift models produce uplift scores which are then used to essentially create a ranking. We instead investigate to learn to rank directly by looking into the potential of learning-to-rank techniques in the context of uplift modeling. We propose a unified formalisation of different global uplift modeling measures in use today and explore how these can be integrated into the learning-to-rank framework. Additional…
Mobile payment such as Alipay has been widely used in our daily lives. To further promote the mobile payment activities, it is important to run marketing campaigns under a limited budget by providing incentives such as coupons, commissions to merchants. As a result, incentive optimization is the key to maximizing the commercial objective of the marketing campaign. With the analyses of online experiments, we found that the transaction network can subtly describe the similarity of merchants' responses to different incentives, which is of great use in the incentive optimization problem. In this p…
Uplift modeling is aimed at estimating the incremental impact of an action on an individual's behavior, which is useful in various application domains such as targeted marketing (advertisement campaigns) and personalized medicine (medical treatments). Conventional methods of uplift modeling require every instance to be jointly equipped with two types of labels: the taken action and its outcome. However, obtaining two labels for each instance at the same time is difficult or expensive in many real-world problems. In this paper, we propose a novel method of uplift modeling that is applicable to …
Applying causal inference models in areas such as economics, healthcare and marketing receives great interest from the machine learning community. In particular, estimating the individual-treatment-effect (ITE) in settings such as precision medicine and targeted advertising has peaked in application. Optimising this ITE under the strong-ignorability-assumption -- meaning all confounders expressing influence on the outcome of a treatment are registered in the data -- is often referred to as uplift modeling (UM). While these techniques have proven useful in many settings, they suffer vividly in …
University of Montreal（蒙特利尔大学）；TD Insurance（道明保险）；École Polytechnique de Montréal（蒙特利尔综合理工学院）
Uplift is a particular case of conditional treatment effect modeling. Such models deal with cause-and-effect inference for a specific factor, such as a marketing intervention or a medical treatment. In practice, these models are built on individual data from randomized clinical trials where the goal is to partition the participants into heterogeneous groups depending on the uplift. Most existing approaches are adaptations of random forests for the uplift case. Several split criteria have been proposed in the literature, all relying on maximizing heterogeneity. However, in practice, these appro…
Estimating treatment effects is one of the most challenging and important tasks of data analysts. In many applications, like online marketing and personalized medicine, treatment needs to be allocated to the individuals where it yields a high positive treatment effect. Uplift models help select the right individuals for treatment and maximize the overall treatment effect (uplift). A major challenge in uplift modeling concerns model evaluation. Previous literature suggests methods like the Qini curve and the transformed outcome mean squared error. However, these metrics suffer from variance: th…
Class flipping for uplift modeling and Heterogeneous Treatment Effect estimation on imbalanced RCT data
Institute of Computer Science, Polish Academy of Sciences（波兰科学院计算机科学研究所）；Faculty of Mathematics and Information Science, Warsaw University of Technology（华沙理工大学数学与信息科学学院）
National Research University Higher School of Economics（国立研究型大学高等经济学院）
Today, treatment effect estimation at the individual level is a vital problem in many areas of science and business. For example, in marketing, estimates of the treatment effect are used to select the most efficient promo-mechanics; in medicine, individual treatment effects are used to determine the optimal dose of medication for each patient and so on. At the same time, the question on choosing the best method, i.e., the method that ensures the smallest predictive error (for instance, RMSE) or the highest total (average) value of the effect, remains open. Accordingly, in this paper we compare…
