Decision Trees for Uplift Modeling

Most classification approaches aim at achieving high prediction accuracy on a given dataset. However, in most practical cases, some action, such as mailing an offer or treating a patient, is to be taken on the classified objects and we should model not the class probabilities themselves, but instead, the change in class probabilities caused by the action. The action should then be performed on those objects for which it will be most profitable. This problem is known as uplift modeling, differential response analysis or true lift modeling, but has received very little attention in Machine Learning literature. In the paper we present a tree based classifier tailored specifically to this task. To this end, we design new splitting criteria and pruning methods. The experiments confirm the usefulness of the proposed approach and show significant improvement over previous uplift modeling techniques.