The DOI matches its Crossref record; 21 of the 21 references it cites were found in a registry or an index.
Customer Channel Migration
Abstract
Abstract The authors develop a model of customer channel migration and apply it to a retailer that markets over the Web and through catalogs. The model identifies the key phenomena required to analyze customer migration, shows how these phenomena can be modeled, and develops an approach for estimating the model. The methodology is unique in its ability to accommodate heterogeneous customer responses to a large number of distinct marketing communications in a dynamic context. The results indicate that (1) Web purchasing is associated with lower subsequent purchase volumes than when buying from other outlets; (2) marketing efforts are associated with channel usage and purchase incidence, offsetting negative Web experience effects; and (3) negative interactions occur between like communications (catalog × catalog or e-mail × e-mail) and between different types of communications (catalog × e-mail). The authors find that over the four-year period of their data, a Web-oriented “migration” segment emerged, and t...
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Cites
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Digital marketing: a framework, review, and research agenda
Kannan, P. K., & Li, H. “. (2017) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2016.11.006 · Cited by 1,707
Multichannel customer management: Understanding the research-shopper phenomenon.
Verhoef, P. C., Neslin, S. A., & Vroomen, B. (2007) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2006.11.002 · Cited by 999
Self-citationMultichannel Shopper Segments and Their Covariates☆
KONUS, U., VERHOEF, P., & NESLIN, S. (2008) · Journal of Retailing · doi:10.1016/j.jretai.2008.09.002 · Cited by 577
Self-citationOn the Go: how mobile shopping affects customer purchase behavior.
Wang, R. J.-H., Malthouse, E. C., & Krishnamurthi, L. (2015) · Journal of Retailing · doi:10.1016/j.jretai.2015.01.002 · Cited by 559
The Importance of Trust for Personalized Online Advertising
Bleier, A., & Eisenbeiss, M. (2015) · Journal of Retailing · doi:10.1016/j.jretai.2015.04.001 · Cited by 529
Metadata
- Authors
- Ansari, A., Mela, C. F., & Neslin, S. A.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 2008-02
- Volume
- 45
- Issue
- 1
- Pages
- 60-76
- ISSN
- 0022-2437 (ISSN-L)
- OpenAlex
- W1967228352
- Cited by
- 594
- References
- 21
- FWCI
- 96.72
- Type
- journal article
- Language
- en
- Open access
- closed
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Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
