Are multichannel customers really more valuable? An analysis of banking services

Jesús Cambra-Fierro, Wagner A. Kamakura, Iguacel Melero-Polo and F. Javier Sese

International Journal of Research in Marketing, 2016, vol. 33, issue 1, 208-212

Abstract: Conventional wisdom suggests that multichannel customers are more profitable. With a focus on goods, Kushwaha and Shankar (2013) demonstrate that it depends on the type of product purchased. Our study looks at the profit implications of multichannel customers in services (banking). Our research shows that fully multichannel customers (using all channels available) are not the most profitable for service firms. We find that concentrating the interactions through high-margin channels as well as using specific dual-channel combinations produce improvements in profitability.

Keywords: Multichannel customer management; Customer profitability; Banking services; Time series (search for similar items in EconPapers)
Date: 2016
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Citations: View citations in EconPapers (10)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:ijrema:v:33:y:2016:i:1:p:208-212

DOI: 10.1016/j.ijresmar.2015.12.007

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