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A Hierarchical Bayesian Approach to Predicting Retail Customers' Share-of-Wallet Loyalty

Authors: Fox, Edward; Thomas, Jacquelyn;

A Hierarchical Bayesian Approach to Predicting Retail Customers' Share-of-Wallet Loyalty

Abstract

As supermarkets have developed the capability to gather customer data, their focus on customer loyalty has increased; however, retailers cannot actually measure loyalty. In this paper, we propose and test a hierarchical Bayesian approach to predicting customers' share-of-wallet loyalty that offers a high degree of predictive accuracy and discriminates well between loyal and non-loyal customers. Among the types of information that retailers may gather, we find that geographic information (travel time to the store and retail concentration around that store) makes the greatest predictive contribution. Finally, we show how retailers can use the posterior distribution of customer share-of-wallet to more profitably select customers to receive targeted marketing offers.

Country
United States
Related Organizations
Keywords

Marketing, customer relationship management, 330, shopping behavior, retail, 650, share-of-wallet, loyalty

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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!
1
Average
Average
Average
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