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Customer segmentation in e-commerce: Applications to the cashback business model

María Teresa Ballestar, Pilar Grau-Carles and Jorge Sainz

Journal of Business Research, 2018, vol. 88, issue C, 407-414

Abstract: This paper presents a segmentation of cashback website customers. The segmentation is based on customers' commercial activity and role within the site's social network. In this social network, customers profit from the transactions they make on affiliate websites. Mixing traditional marketing strategies with word-of-mouth recommendations is crucial for the success of this business model because these recommendations boost new customer acquisitions and strengthen the loyalty of existing customers. This study shows how the customer's role within the cashback website's social network determines the customer's behavior and commercial activity on the website. The segmentation presented describes the customer journey in terms of customer profitability and seniority. The findings explain customer behavior in e-commerce and the value of applying personalized retention strategies to each cluster rather than generic strategies or customer acquisition strategies. This paper describes how customers move between clusters, enabling practitioners to increase customer loyalty and long-term profitability.

Keywords: Cashback; Social network; E-commerce; Customer behavior; Loyalty; Affiliate marketing (search for similar items in EconPapers)
Date: 2018
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