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Revisiting customer analytics capability for data-driven retailing
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DOI：10.1016/j.jretconser.2020.102187.png)
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摘要
En 中文
Customer analytics is one of the most dominant strategic weapons in today's competitive retail environment. In spite of its strategic importance, there is scant attention to investigating customer analytics capabilities in the retail context. Drawing on a systematic literature review and thematic analysis, this study proposes a multidi-mensional customer analytics capability model by identifying relevant dimensions and sub-dimensions in retail settings. The principal contribution of this study is that the model links a customer analytics perspective to a resource-based view (RBV)-capability of the retailers by proposing six customer analytics capability dimensions and twelve sub-dimensions in the spectrum of market orientation and technology orientation. The customer analytics capability dimensions depict three crucial themes of marketing, such as value creation (offering capability and personalization capability), value delivery (distribution capability and communication capa-bility), and value management (data management capability and data protection capability). By incorporating this capability dimensions, practitioners will likely be able to engage customers and enhance customer equity.
Keyword:
Customer analytics capability
Data-driven retailing
Outside-in marketing
Systematic literature review
Thematic analysis
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13.1
论文数:
3.7K
被引数:
3.1W
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