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Quantitative Marketing and Economics
Article . 2024 . Peer-reviewed
License: CC BY NC ND
Data sources: Crossref
SSRN Electronic Journal
Article . 2023 . Peer-reviewed
Data sources: Crossref
LBS Research Online
Article . 2025 . Peer-reviewed
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The Customer Journey as a Source of Information

Authors: Nicolas Padilla; Eva Ascarza; Oded Netzer;

The Customer Journey as a Source of Information

Abstract

We introduce a probabilistic machine learning model that fuses customer click-stream data and purchase data within and across journeys. This approach addresses the critical business need for leveraging first-party data (1PD), particularly in environments with infrequent purchases, which are characterized by minimal or no prior purchase history. Combining data across journeys poses a challenge because customers’ needs might vary across different purchase occasions. Our model accounts for this “context heterogeneity” using a Bayesian nonparametric Pitman-Yor process. By drawing from within-journey, past journeys, and cross-customer behaviors, our model offers a solution to the “cold start problem,” enabling firms to predict customer preferences even without prior interactions. Notably, the model continuously updates the inferred preferences as customers interact with the firm. We apply this model to data from an online travel platform, revealing significant benefits from consolidating 1PD from both current and previous customer journeys. This integration enhances managers’ understanding of customer needs, allowing for more effective personalization of marketing tactics, such as retargeting efforts and product recommendations, to better align with customers’ dynamic preferences.

Country
United Kingdom
Keywords

330

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    selected citations
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    This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
    6
    popularity
    This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
    Top 10%
    influence
    This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
    Average
    impulse
    This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
    Top 10%
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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
6
Top 10%
Average
Top 10%
Green
hybrid