Direct mail to prospects and email to current customers? Modeling and field-testing multichannel marketing
نویسندگان
چکیده
Abstract Multichannel retailers need to understand how allocate marketing budgets customer segments and online offline sales channels. We propose an integrated methodological approach assess email direct mail effectiveness vary by channel value segment. apply this international beauty retailer in six countries apparel the United States. estimate multi-equation hierarchical linear models find that responsiveness varies Specifically, drives acquisition channel, while for both channels current segments. A randomized field experiment with provides causal support findings. The proposed reallocation of resources would yield a revenue lift 13.5% 9.3% retailer, compared 6.5% actual increase experiment.
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ژورنال
عنوان ژورنال: Journal of the Academy of Marketing Science
سال: 2023
ISSN: ['1552-7824', '0092-0703']
DOI: https://doi.org/10.1007/s11747-023-00962-2