Are you still online or are you already mobile? – Predicting the path to successful conversions across different devices

Christopher Kaatz, Christian Brock and Lilli Figura

Journal of Retailing and Consumer Services, 2019, vol. 50, issue C, 10-21

Abstract: As digitalization increases, retail firms must invest in online and mobile commerce to attract customers to their website or mobile store. Since the type of device used to access marketing channels influences conversions, this research examines the different impacts of different devices such as desktop computers, tablets, and smartphones on the success of various marketing channels. We find customer experience (CX) to be important in improving attribution outcomes (e.g., conversion rates) by combining clickstream and survey data to understand consumers’ decision processes. Therefore, this paper also conceptualizes and measures perceptions of CX of clickstream-data participants. We identify the central implications of using each device.

Keywords: Attribution modeling; Markov chains; Customer experience (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (6)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:joreco:v:50:y:2019:i:c:p:10-21

DOI: 10.1016/j.jretconser.2019.04.005

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