Optimizing Marketing Subsidies via Counterfactual Learning with Asymmetric Reward Function

Abstract

In marketing, optimizing subsidy allocation to maximize overall profits is of substantial economic importance. Prior research has employed treatment effect estimation techniques to identify subsidy-sensitive items and design corresponding allocation strategies. However, more accurate treatment effect estimations do not necessarily lead to better allocations, underscoring the critical influence of decision boundaries in decision-making. This paper argues that optimal allocation fundamentally depends on predicting the expected optimal subsidy, a challenge distinct from conventional treatment effect estimation or causal decision-making, which existing approaches fail to address. To fill this gap, we introduce a two-stage Counterfactual optimal subsidy Learning method with an Asymmetric reward (CoLA). In the first stage, we derive a coarse estimate of the expected subsidy threshold by exploiting order information and the conditional independence between expected and observed subsidies. In the second stage, we refine these estimates using an asymmetric loss function, leading to more robust predictions. Under practical budget constraints, we prioritize candidates based on their Sharpe ratios to determine the final subsidy allocation strategy. Experiments on three public datasets and an online A/B test show that our method achieves significant performance improvements, yielding the highest total profit and incremental leverage ratios.