Group RFM analysis as a novel framework to discover better customer consumption behavior

Chang, Hui-Chu; Tsai, Hsiao-Ping

doi:10.1016/j.eswa.2011.05.034

Cited by 57 publications

(40 citation statements)

References 11 publications

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“…The major function of Sales Promotion is to communicate with consumers and touch their hearts. Chang & Tsai (2011) proposed the communication tools for marketing including advertising, public relations, personal selling, sales promotions, and direct marketing to enhance consumer Purchase Intention for purchase behaviors. Sales Promotion is also a critical factor in consumer purchase behaviors (Dehkordi et al 2012).…”

Section: Sales Promotionmentioning

confidence: 99%

A Study on the Effects of Sales Promotion on Consumer Involvement and Purchase Intention in Tourism Industry

Chang

2017

EURASIA J MATH SCI T

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Section: Sales Promotionmentioning

confidence: 99%

A Study on the Effects of Sales Promotion on Consumer Involvement and Purchase Intention in Tourism Industry

Chang

2017

EURASIA J MATH SCI T

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“…Based on the assumption that customers' behavioral patterns move in a similar trajectory (Chan, 2008), the RFM model represents the notion that existing purchase behavior is a good measure of customers' future behavior (Chang and Tsai, 2011). Since lower recency usually implies higher frequency by definition, in order to achieve a parsimonious model, this study only used frequency and monetary value to represent customers' behavioral loyalty.…”

mentioning

confidence: 99%

Exploring the relationship between intentional and behavioral loyalty in the context of e-tailing

2014

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2014),"Effects of complaint behaviour and service recovery satisfaction on consumer intentions to repurchase on the internet", Internet Research, Vol. 24 Iss 5 pp. 608-628 http://dx.If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. AbstractPurpose -The purpose of this paper is to understand what drives customers' behavioral loyalty and explore the relationship between intentional and behavioral loyalty in the context of e-tailing. Design/methodology/approach -Based on the theory of reasoned action and the recency-frequencymonetary value model, this study proposes a research model to explore the relationships among satisfaction, switching cost, intentional loyalty (i.e. word of mouth (WOM) and repurchase intention), and behavioral loyalty (i.e. purchase frequency and monetary value). Data collected from 266 respondents in the context of e-tailing are tested against the research model using a partial least squares (PLS) approach. Findings -The results indicate that both satisfaction and switching cost are positively related to intentional loyalty (i.e. WOM and repurchase intention), and that the relationship of satisfaction with intentional loyalty outweighs that of switching cost. Additionally, while repurchase intention significantly associates with purchase frequency and monetary value, a relatively small portion of the variance in both purchase frequency and monetary value are explained. More importantly, WOM is unrelated to both purchase frequency and monetary value. The insignificance of WOM and the low predictability of repurchase intention indicate that the relationship between intentional and behavioral loyalty is weak in e-tailing context. Originality/value -This study provided empirical evidence to support the weak relationship between intentional and behavioral customer loyalty in the context of e-tailing. The findings provide several important theoretical and practical implications for e-tailing customer relationship management.

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“…[10], [11], [12], [13], [14], [15]). By observing a set of transactions each customer has made over a period of time, RFM analysis aims at grouping customers with similar buying patterns based on the following characteristics of each customer during the observation period:…”

Section: Market Segmentation Experiments On Eftpos Datamentioning

confidence: 96%

Clustering Experiments on Big Transaction Data for Market Segmentation

Singh

Rumantir

South

et al. 2014

Proceedings of the 2014 International Conference on Big Data Science and Computing

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This paper addresses the Volume dimension of Big Data. It presents a preliminary work on finding segments of retailers from a large amount of Electronic Funds Transfer at Point Of Sale (EFTPOS) transaction data. To the best of our knowledge, this is the first time a work on Big EFTPOS Data problem has been reported. A data reduction technique using the RFM (Recency, Frequency, Monetary) analysis as applied to a large data set is presented. Ways to optimise clustering techniques used to segment the big data set through data partitioning and parallelization are explained.Preliminary analysis on the segments of the retailers output from the clustering experiments demonstrates that further drilling down into the retailer segments to find more insights into their business behaviours is warranted.

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Group RFM analysis as a novel framework to discover better customer consumption behavior

Cited by 57 publications

References 11 publications

A Study on the Effects of Sales Promotion on Consumer Involvement and Purchase Intention in Tourism Industry

A Study on the Effects of Sales Promotion on Consumer Involvement and Purchase Intention in Tourism Industry

Exploring the relationship between intentional and behavioral loyalty in the context of e-tailing

Clustering Experiments on Big Transaction Data for Market Segmentation

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