Are multichannel customers really more valuable? An analysis of banking services

Cambra-Fierro, J. ; Kamakura, W.A. ; Melero-Polo, I. (Universidad de Zaragoza) ; Sese, F.J. (Universidad de Zaragoza)

Resumen: Conventional wisdom suggests that multichannel customers are more profitable. With a focus on goods, Kushwaha and Shankar (2013) demonstrate that it depends on the type of product purchased. Our study looks at the profit implications of multichannel customers in services (banking). Our research shows that fully multichannel customers (using all channels available) are not the most profitable for service firms. We find that concentrating the interactions through high-margin channels as well as using specific dual-channel combinations produce improvements in profitability.

Idioma: Inglés

DOI: 10.1016/j.ijresmar.2015.12.007

Año: 2016

Publicado en: INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING 33, 1 (2016), 208-212
ISSN: 0167-8116

Factor impacto JCR: 1.775 (2016)

Categ. JCR: BUSINESS rank: 71 / 121 = 0.587 (2016) - Q3 - T2

Factor impacto SCIMAGO: 1.768 - Marketing (Q1)

Financiación: info:eu-repo/grantAgreement/ES/DGA/S09-PM062
Financiación: info:eu-repo/grantAgreement/ES/MICINN/ECO2014-54760

Tipo y forma: Article (PostPrint)

Área (Departamento): Área Organización de Empresas (Dpto. Direcc.Organiza.Empresas)
Área (Departamento): Área Comerci.Investig.Mercados (Dpto. Direc.Mark.Inves.Mercad.)