arXiv subjects

Oded Netzer

Publications and source records attributed to Oded Netzer.

3 recordsLinked to original sources

arXiv2026

Synthetic Data in Marketing Research: How to Evaluate and When to Trust

Debate over synthetic data in marketing research has polarized between claims that large language models (LLMs) make human respondents obsolete and calls to avoid them entirely. We argue that both positions obscure the more useful question: not whether synthetic respondents work, but when. Building on Brand, Israeli, and Ngwe (2026), we make three contributions. First, we distinguish three types of synthetic data (ungrounded LLM responses, segment-level personas, and individual-level digital twins) and map each to the decisions it can support. Second, we develop a taxonomy of four families of accuracy measures and suggest that the wide range of reported twin accuracy, from near-perfect to near-chance, largely reflects differences in what is being measured rather than in method quality. Aggregate measures often perform well even when little information is supplied to the LLM, and can mask a complete absence of respondent-level differentiation. Third, we introduce the forgotten question problem, in which a question is omitted from a fielded study, as a setting for twin-based augmentation of existing data. We propose an ex-ante answerability diagnostic that requires no ground truth: the R^2 of a random forest predicting twin outputs from the data used to construct the twins. Across 108 attitude questions from a nationally representative survey (N = 3,063), screening at R^2 above 0.7 raises the mean twin-human individual-level correlation by 15% and reduces the share of poorly answered questions from 25.9% to 4.3%. Embedding similarity and experienced-researcher judgment provide correlated but weaker screens.

cs.AI↗

arXiv2026

Digital Twins as Funhouse Mirrors: Five Key Distortions

Scientists and practitioners are increasingly moving to deploy digital twins--LLM-based models of real individuals--across social science and policy research. We conduct 19 pre-registered studies spanning 164 diverse outcomes (e.g., attitudes toward hiring algorithms, intentions to share misinformation), comparing human responses to those of their corresponding digital twins, which are trained on each individual's prior responses to over 500 questions. We establish an empirical benchmark for digital twin performance: their predictions are only modestly more accurate than those of a homogeneous base LLM and exhibit weak correlation with human responses (average $r = 0.20$). To inform future development, we identify five systematic distortions in digital twin behavior: (i) insufficient individuation, (ii) stereotyping, (iii) representation bias, (iv) ideological bias, and (v) hyper-rationality. Finally, we release our full dataset and code as a standardized testbed for evaluating and improving digital twin methodologies. Together, our findings caution against premature deployment while laying the groundwork for a transparent, replicable, and iterative science of responsible digital twin development.

cs.CY↗

arXiv2025

Learning When to Quit in Sales Conversations

Salespeople frequently face the dynamic screening decision of whether to persist in a conversation or abandon it to pursue the next lead. Yet, little is known about how these decisions are made, whether they are efficient, or how to improve them. We study these decisions in the context of high-volume outbound sales where leads are ample, but time is scarce and failure is common. We formalize the dynamic screening decision as an optimal stopping problem and develop a generative language model-based sequential decision agent - a stopping agent - that learns whether and when to quit conversations by imitating a retrospectively-inferred optimal stopping policy. Our approach handles high-dimensional textual states, scales to large language models, and works with both open-source and proprietary language models. When applied to calls from a large European telecommunications firm, our stopping agent reduces the time spent on failed calls by 54% while preserving nearly all sales; reallocating the time saved increases expected sales by up to 37%. Upon examining the linguistic cues that drive salespeople's quitting decisions, we find that they tend to overweight a few salient expressions of consumer disinterest and mispredict call failure risk, suggesting cognitive bounds on their ability to make real-time conversational decisions. Our findings highlight the potential of artificial intelligence algorithms to correct cognitively-bounded human decisions and improve salesforce efficiency.

cs.CL↗