Linking lifestyle to customer lifetime value: An exploratory study in an online fashion retail market

Dahana, Wirawan Dony; Miwa, Yukihiro; Morisada, Makoto

doi:10.1016/j.jbusres.2019.02.049

Cited by 80 publications

(47 citation statements)

References 56 publications

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“…Customer lifetime value (CLV) is an essential component of customer relationship management (CRM), and it is one of the main criteria used to assess marketing decisions making (AboElHamd et al, 2021;Dahana, Miwa, & Morisada, 2019;Qi et al, 2012). It is considered an essential indicator of evaluating customer relationship performance, demonstrating that businesses should focus on developing and maintaining profitable long-term relationships with the customers rather than detached transactions (Chen, 2012).…”

Section: An Empirical Investigation Of the Factors Affecting Customer Lifetime Value Introductionmentioning

confidence: 99%

An empirical investigation of the factors affecting customer lifetime value

Dandis

Eid

Robin

et al. 2021

IJQRM

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PurposeThe main objective of this paper is to investigate the factors affecting customer lifetime value (CLV) for Internet service providers in Jordan, namely, technical quality, functional quality, brand credibility, confidence benefits, special treatment benefits, customer satisfaction and commitment.Design/methodology/approachAn online survey was conducted involving a sample of 481 respondents. SPSS was used to analyse the data and test the proposed relationships, while SmartPLS was used to examine the robustness of our results.FindingsResults showed that confidence benefits, special treatment benefits and brand credibility had a significant and positive impact on customer satisfaction and commitment, with brand credibility appearing as the most influential factor leading to customer satisfaction and commitment, and ultimately CLV. Furthermore, research reveals an insignificant relationship between functional quality, technical quality and customer satisfaction.Practical implicationsServices' providers seeking to increase CLV need to build strong and sustainable relationships with their customers.Originality/valueThis study incorporates a set of crucial customer relationship management strategies that could be universally applied to enhance customers benefits and business performance. This is also the first study of its kind conducted in the Middle East, particularly in Jordan.

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Section: An Empirical Investigation Of the Factors Affecting Customer Lifetime Value Introductionmentioning

confidence: 99%

An empirical investigation of the factors affecting customer lifetime value

Dandis

Eid

Robin

et al. 2021

IJQRM

View full text Add to dashboard Cite

show abstract

“…Close people could be fashion experts’ friends or other friends who have information and experiences of brands. Previous studies have focused on the link between discounts and people’s intention to buy brands (Chowdhury and Akter 2018 ; Kim and Lee 2020 ; Dahana et al 2019 ), but this study explored social ties and trust, credibility, and homophily as major factors that can impact the buying intentions of social media users.…”

Section: Discussionmentioning

confidence: 99%

Understanding the social consumer fashion brand engagement journey: insights about reputed fashion brands

Naeem

Ozuem

2021

J Brand Manag

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The rise of social media platforms (SMPs) has increased information exchange, which can influence social consumer fashion brand engagement (SCFBE). Although there is evidence that SMPs increase online purchasing, there is limited understanding regarding how SMPs affect social fashion engagement, fashion brand relevance, and buying decisions. The present study targeted social media users who directly or indirectly engaged with reputed fashion brands in the UK. Findings revealed that social passion, social tendency, individual warmth, and social liking enhance social fashion brand engagement. The study found that equitable fit, bearability, and viability are three important factors of fashion brand relevance. Finally, social ties and trust, credibility, homophily, and discounts are the drivers of purchasing decisions for fashion brands. Based on the results, the study presents a SCFBE model, which is supported by the triangular theory of love and social impact theory. The results of this study can inform marketing managers within fashion brand organizations of the driving forces of SCFBE.

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“…In fiercely competitive environments, identifying the CLV or loyalty ranking of users is important for user retention. Additionally, the effect of CLV on recommendations should be investigated to develop more effective marketing strategies [50].…”

Section: Althoughmentioning

confidence: 99%

A Novel Many-Objective Recommendation Algorithm for Multistakeholders

Wang

Chen

2020

IEEE Access

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Most traditional recommender systems focus specifically on increasing consumer satisfaction by providing a list of relevant content to consumers. However, the perspectives of other multisided marketplace stakeholders are also equally important, i.e., the exposure for suppliers or providers and profit for the platform. The suppliers want their products to be presented to users, and the objective of the platform is to maximize their profit. Nevertheless, because consumers' preferences and the objectives of providers as well as the platform may conflict with each other, it degrades the utility of the recommendation methods by only considering users' views. Therefore, in this work, we use a many-objective optimization method to maintain a tradeoff among five objectives for three stakeholders and obtain multiple Pareto front solutions in a single run. We first combine customer lifetime value and user purchase preference to create a new similarity model (Sim_RFMP) to increase the recommendation accuracy of the recommendation list. Furthermore, we propose a many-objective model (NBHXMAOEA) for multistakeholder recommendation. In NBHXMAOEA, we present a novel N-block heuristic crossover operator (NBHX) that recombines blocks of chromosomes based on heuristics. Through extensive experiments, the results demonstrate that our proposed NBHXMAOEA achieves superior performance in terms of average accuracy, diversity, novelty, provider coverage, and platform profit to its competing methods. INDEX TERMS Many-objective, recommender systems, similarity model, stakeholders.

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Linking lifestyle to customer lifetime value: An exploratory study in an online fashion retail market

Cited by 80 publications

References 56 publications

An empirical investigation of the factors affecting customer lifetime value

An empirical investigation of the factors affecting customer lifetime value

Understanding the social consumer fashion brand engagement journey: insights about reputed fashion brands

A Novel Many-Objective Recommendation Algorithm for Multistakeholders

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