The Role of Shopping Mission in Retail Customer Segmentation

09/06/2019

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by   Ondřej Sokol, et al.

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In retailing, it is important to understand customer behavior and determine customer value. A useful tool to achieve this goal is the cluster analysis of transaction data. Typically, a customer segmentation is based on the recency, frequency and monetary value of shopping or the structure of purchased products. We take a different approach and base our segmentation on a shopping mission - a reason why a customer visits the shop. Shopping missions include emergency purchases of specific product categories and general purchases of various sizes. In an application to a Czech drugstore chain, we show that the proposed segmentation brings unique information about customers and should be used alongside the traditional methods.