No abstract

Classification is a well-studied machine learning task which concerns the assignment of instances to a set of outcomes. Classification models support the optimization of managerial decision-making across a variety of operational business processes. For instance, customer churn prediction models are adopted to increase the efficiency of retention campaigns by optimizing the selection of customers that are to be targeted. Cost-sensitive and causal classification methods have independently been proposed to improve the performance of classification models. The former considers the benefits and costs of correct and incorrect classifications, such as the benefit of a retained customer, whereas the latter estimates the causal effect of an action, such as a retention campaign, on the outcome of interest. This study integrates cost-sensitive and causal classification by elaborating a unifying evaluation framework. The framework encompasses a range of existing and novel performance measures for evaluating both causal and conventional classification models in a cost-sensitive as well as a cost-insensitive manner. We proof that conventional classification is a specific case of causal classification in terms of a range of performance measures when the number of actions is equal to one. The framework is shown to instantiate to application-specific cost-sensitive performance measures that have been recently proposed for evaluating customer retention and response uplift models, and allows to maximize profitability when adopting a causal classification model for optimizing decision-making. The proposed framework paves the way toward the development of cost-sensitive causal learning methods and opens a range of opportunities for improving data-driven business decision-making.

Estimating heterogeneous treatment effects is an important problem across many domains. In order to accurately estimate such treatment effects, one typically relies on data from observational studies or randomized experiments. Currently, most existing works rely exclusively on observational data, which is often confounded and, hence, yields biased estimates. While observational data is confounded, randomized data is unconfounded, but its sample size is usually too small to learn heterogeneous treatment effects. In this paper, we propose to estimate heterogeneous treatment effects by combining large amounts of observational data and small amounts of randomized data via representation learning. In particular, we introduce a two-step framework: first, we use observational data to learn a shared structure (in form of a representation); and then, we use randomized data to learn the data-specific structures. We analyze the finite sample properties of our framework and compare them to several natural baselines. As such, we derive conditions for when combining observational and randomized data is beneficial, and for when it is not. Based on this, we introduce a sample-efficient algorithm, called CorNet. We use extensive simulation studies to verify the theoretical properties of CorNet and multiple real-world datasets to demonstrate our method's superiority compared to existing methods.

In the majority of executive domains, a notion of normality is involved in most strategic decisions. However, few data-driven tools that support strategic decision-making are available. We introduce and extend the use of autoencoders to provide strategically relevant granular feedback. A first experiment indicates that experts are inconsistent in their decision making, highlighting the need for strategic decision support. Furthermore, using two large industry-provided human resources datasets, the proposed solution is evaluated in terms of ranking accuracy, synergy with human experts, and dimension-level feedback. This three-point scheme is validated using (a) synthetic data, (b) the perspective of data quality, (c) blind expert validation, and (d) transparent expert evaluation. Our study confirms several principal weaknesses of human decision-making and stresses the importance of synergy between a model and humans. Moreover, unsupervised learning and in particular the autoencoder are shown to be valuable tools for strategic decision-making.