Identifying valuable customer segments in online fashion markets: An implication for customer tier programs

作者：

Highlights：

• Fashion innovators and mobile device users are likely to belong to valuable segments.

• The likelihood also increases with brand consciousness and shop loyalty.

• Customers with higher need for uniqueness tend to belong to less valuable segments.

• Relationship duration appears to be uncorrelated with segment membership.

摘要

•Fashion innovators and mobile device users are likely to belong to valuable segments.•The likelihood also increases with brand consciousness and shop loyalty.•Customers with higher need for uniqueness tend to belong to less valuable segments.•Relationship duration appears to be uncorrelated with segment membership.

论文关键词：Customer lifetime value,E-commerce,Customer tier programs,Segmentation,Latent class model

论文评审过程：Received 15 September 2017, Revised 9 November 2018, Accepted 18 December 2018, Available online 19 December 2018, Version of Record 31 December 2018.

论文官网地址：https://doi.org/10.1016/j.elerap.2018.100822