BG/NBD Model#

In this notebook we show how to fit a BG/NBD model in PyMC-Marketing. We compare the results with the lifetimes package (no longer maintained). The model is presented in the paper: Fader, P. S., Hardie, B. G., & Lee, K. L. (2005). “Counting your customers” the easy way: An alternative to the Pareto/NBD model. Marketing science, 24(2), 275-284.

Prepare Notebook#

import arviz as az
import matplotlib.pyplot as plt
import pandas as pd
import xarray as xr
from fastprogress.fastprogress import progress_bar
from lifetimes import BetaGeoFitter

from pymc_marketing import clv

# Plotting configuration
az.style.use("arviz-darkgrid")
plt.rcParams["figure.figsize"] = [12, 7]
plt.rcParams["figure.dpi"] = 100
plt.rcParams["figure.facecolor"] = "white"

%load_ext autoreload
%autoreload 2
%config InlineBackend.figure_format = "retina"

Read Data#

We use the CDNOW dataset (see lifetimes quick-start).

data_path = "https://raw.githubusercontent.com/pymc-labs/pymc-marketing/main/data/clv_quickstart.csv"

df = pd.read_csv(data_path)

df.head()

	frequency	recency	T	monetary_value
0	2	30.43	38.86	22.35
1	1	1.71	38.86	11.77
2	0	0.00	38.86	0.00
3	0	0.00	38.86	0.00
4	0	0.00	38.86	0.00

Recall from the lifetimes documentation the following definitions:

frequency represents the number of repeat purchases the customer has made. This means that it’s one less than the total number of purchases. This is actually slightly wrong. It’s the count of time periods the customer had a purchase in. So if using days as units, then it’s the count of days the customer had a purchase on.

T represents the age of the customer in whatever time units chosen (weekly, in the above dataset). This is equal to the duration between a customer’s first purchase and the end of the period under study.

recency represents the age of the customer when they made their most recent purchases. This is equal to the duration between a customer’s first purchase and their latest purchase. (Thus if they have made only 1 purchase, the recency is 0.)

Tip

We rename the index column to customer_id as this is required by the model

data = (
    df.reset_index()
    .rename(columns={"index": "customer_id"})
    .drop(columns="monetary_value")
)

Model Specification#

The BG/NBD model is a probabilistic model that describes the buying behavior of a customer in the non-contractual setting. It is based on the following assumptions for each customer:

Frequency Process#

While active, the time between transactions is distributed exponential with transaction rate, i.e.,

\[f(t_{j}|t_{j-1}; \lambda) = \lambda \exp(-\lambda (t_{j} - t_{j - 1})), \quad t_{j} \geq t_{j - 1} \geq 0\]
Heterogeneity in \(\lambda\) follows a gamma distribution with pdf

\[f(\lambda|r, \alpha) = \frac{\alpha^{r}\lambda^{r - 1}\exp(-\lambda \alpha)}{\Gamma(r)}, \quad \lambda > 0\]

Dropout Process#

After any transaction, a customer becomes inactive with probability \(p\).
Heterogeneity in \(p\) follows a beta distribution with pdf

\[f(p|a, b) = \frac{\Gamma(a + b)}{\Gamma(a) \Gamma(b)} p^{a - 1}(1 - p)^{b - 1}, \quad 0 \leq p \leq 1\]
The transaction rate \(\lambda\) and the dropout probability \(p\) vary independently across customers.

Instead of estimating \(\lambda\) and \(p\) for each specific customer, we do it for a randomly chosen customer, i.e. we work with the expected values of the parameters. Hence, we are interesting in finding the posterior distribution of the parameters \(r\), \(\alpha\), \(a\), and \(b\).

Model Fitting#

Estimating such parameters is very easy in PyMC-Marketing. We instantiate the model in a similar way:

model_mcmc = clv.BetaGeoModel(data=data)

We can build the model so that we can see the model specification:

model_mcmc.build_model()
print(model_mcmc)

BG/NBD
         a ~ HalfFlat()
         b ~ HalfFlat()
     alpha ~ HalfFlat()
         r ~ HalfFlat()
likelihood ~ Potential(f(r, alpha, b, a))

We can now fit the model. The default sampler in PyMC-Marketing is the No-U-Turn Sampler (NUTS). We use the default \(4\) chains and \(1000\) draws per chain.

Note

It is not necessary to build the model before fitting it. We can fit the model directly.

sample_kwargs = {
    "draws": 2_000,
    "chains": 4,
    "target_accept": 0.9,
    "random_seed": 42,
}

idata_mcmc = model_mcmc.fit()

We can look into the summary table:

model_mcmc.fit_summary()

	mean	sd	hdi_3%	hdi_97%	mcse_mean	mcse_sd	ess_bulk	ess_tail	r_hat
a	0.975	0.282	0.528	1.463	0.007	0.005	1747.0	1655.0	1.0
b	3.192	1.184	1.556	5.320	0.030	0.021	1768.0	1716.0	1.0
alpha	4.479	0.382	3.761	5.213	0.009	0.006	1795.0	1809.0	1.0
r	0.244	0.013	0.220	0.267	0.000	0.000	1742.0	1876.0	1.0

We see that the r_hat values are close to \(1\), which indicates convergence.

We can also plot posterior distributions of the parameters and the rank plots:

axes = az.plot_trace(
    data=model_mcmc.idata,
    compact=True,
    kind="rank_bars",
    backend_kwargs={"figsize": (12, 9), "layout": "constrained"},
)
plt.gcf().suptitle("BG/NBD Model Trace", fontsize=18, fontweight="bold");

../../_images/9b005fe48584129599a2eece56ccb246ec4ed927b33fa09535e905c0c5aed8e2.png

Comparing with the `lifetimes` package#

For the sake of comparison, we also fit the model using the lifetimes package.

bgf = BetaGeoFitter()
bgf.fit(
    frequency=data["frequency"].values,
    recency=data["recency"].values,
    T=data["T"].values,
)

bgf.summary

	coef	se(coef)	lower 95% bound	upper 95% bound
r	0.242593	0.012557	0.217981	0.267205
alpha	4.413532	0.378221	3.672218	5.154846
a	0.792886	0.185719	0.428877	1.156895
b	2.425752	0.705345	1.043276	3.808229

../../_images/7edfdaef583f9e2aa8d0660615fcbf1a13d6ae01604b806298b634a6f9129bac.png

Some Applications#

Now that you have fitted the model, we can use it to make predictions. For example, we can predict the expected probability of a customer being alive as a function of time (steps). Here is a snippet of code to do that:

Expected Number of Purchases#

Let us take a sample of users:

example_customer_ids = [1, 6, 10, 18, 45, 1412]

data_small = data.query("customer_id.isin(@example_customer_ids)")

data_small.head(6)

	customer_id	frequency	recency	T
1	1	1	1.71	38.86
6	6	1	5.00	38.86
10	10	5	24.43	38.86
18	18	3	28.29	38.71
45	45	12	34.43	38.57
1412	1412	14	30.29	31.57

Observe that the last two customers are frequent buyers as compared to the others.

steps = 90

expected_num_purchases_steps = xr.concat(
    objs=[
        model_mcmc.expected_num_purchases(
            customer_id=data_small["customer_id"],
            frequency=data_small["frequency"],
            recency=data_small["recency"],
            T=data_small["T"],
            t=t,
        )
        for t in progress_bar(range(steps))
    ],
    dim="t",
).transpose(..., "t")

100.00% [90/90 00:02<00:00]

We can plot the expected number of purchases for the next \(90\) periods:

../../_images/7acf278bafac4cd8f2f09a06be929787b96b8f2b43f13c38f53be51f12893db6.png

Note that the frequent buyers are expected to make more purchases in the future.

Probability of a Customer Being Alive#

We now look into the probability of a customer being alive for the next \(90\) periods:

steps = 90

expected_probability_alive_steps = xr.concat(
    objs=[
        model_mcmc.expected_probability_alive(
            customer_id=data_small["customer_id"],
            frequency=data_small["frequency"],
            recency=data_small["recency"],
            T=data_small["T"] + t,  # add t days
        )
        for t in progress_bar(range(steps))
    ],
    dim="t",
).transpose(..., "t")

100.00% [90/90 00:01<00:00]

../../_images/9306869e65a9e740a499444b5e87b1dd8f371803e98db09e5074cbf504aaf62f.png

Tip

Here are some general remarks:

It’s important to remark these plots assume no future purchases.
The decay probability is not the same as it depends in the purchase history of the customer.
The probability of being alive is always decreasing as we are assuming there is no change in the other parameters.
These probabilities are always non-negative, as expected.

Warning

For the frequent buyers, the probability of being alive drops very fast as we are assuming no future purchases. It is very important ot keep this in mind when interpreting the results.

%load_ext watermark
%watermark -n -u -v -iv -w -p pymc,pytensor

Last updated: Fri Apr 05 2024

Python implementation: CPython
Python version       : 3.11.8
IPython version      : 8.22.2

pymc    : 5.11.0
pytensor: 2.18.6

pandas        : 2.2.1
arviz         : 0.17.1
xarray        : 2024.2.0
pymc_marketing: 0.4.2
matplotlib    : 3.8.3

Watermark: 2.4.3

BG/NBD Model#

Prepare Notebook#

Read Data#

Model Specification#

Frequency Process#

Dropout Process#

Model Fitting#

Using MAP fit#

Comparing with the lifetimes package#

Some Applications#

Expected Number of Purchases#

Probability of a Customer Being Alive#

Comparing with the `lifetimes` package#