Starjournal Quotation Valendin, Jan, Reutterer, Thomas, Platzer, Michael, Kalcher, Klaudius. 2022. Customer base analysis with recurrent neural networks. International Journal of Research in Marketing.


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Abstract

One of the primary goals that researchers look to achieve through customer base analysis is to leverage historical records of individual customer transactions and related context factors to forecast future behavior, and to link these forecasts with actionable characteristics of individuals, managerially significant customer sub-groups, and entire cohorts. This paper presents a new approach that helps firms leverage the automatic feature extraction capabilities of a specific type of deep learning models when applied to customer transaction histories in non-contractual business settings (i.e., when the time at which a customer becomes inactive is unobserved by the firm). We show how the proposed deep learning model improves on established models both in terms of individual-level accuracy and overall cohort-level bias. It also helps managers in capturing seasonal trends and other forms of purchase dynamics that are important to detect in a timely manner for the purpose of proactive customer-base management. We demonstrate the model performance in eight empirical real-life settings which vary broadly in transaction frequency, purchase (ir)regularity, customer attrition, availability of contextual information, seasonal variance, and cohort size. We showcase the flexibility of the approach and how the model further benefits from taking into account static (e.g., socio-economic variables, demographics) and dynamic context factors (e.g., weather, holiday seasons, marketing appeals). We make an open-source reference implementation of the newly developed method available at https://github.com/valendin/rfm2lstm.

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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal International Journal of Research in Marketing
Citation Index SSCI
WU Journalrating 2009 A+
Starjournal Y
Language English
Title Customer base analysis with recurrent neural networks
Year 2022
Reviewed? Y
URL https://www.sciencedirect.com/science/article/pii/S0167811622000180
DOI https://doi.org/10.1016/j.ijresmar.2022.02.007
Open Access Y
Open Access Link https://doi.org/10.1016/j.ijresmar.2022.02.007

Associations

Projects
Al-Based Privacy-Preserving Big Data Sharing for Market Research (ANITA-ANonymous bIg daTA)
People
Valendin, Jan (Former researcher)
Reutterer, Thomas (Details)
Platzer, Michael (Former researcher)
Kalcher, Klaudius (Former researcher)
Organization
Institute for Marketing and Customer Analytics IN (Details)
Research Institute for Computational Methods FI (Details)
Research Institute for Cryptoeconomics FI (Details)
Research areas (Ă–STAT Classification 'Statistik Austria')
5301 Distributive trades (Details)
5307 Business and management economics (Details)
5315 Commercial science (Details)
5320 Marketing (Details)
5321 Market research (Details)
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