A combined approach for segment-specific market basket analysis

Market baskets arise from consumers’ shopping trips and include items from multiple categories that are frequently chosen interdependently from each other. Explanatory models of multicategory choice behavior explicitly allow for such category purchase dependencies. They typically estimate own and across-category effects of marketing-mix variables on purchase incidences for a predefined set of product categories. Because of analytical restrictions, however, multicategory choice models can only handle a small number of categories. Hence, for large retail assortments, the issue emerges of how to determine the composition of shopping baskets with a meaningful selection of categories. Traditionally, this is resolved by managerial intuition. In this article, we combine multicategory choice models with a data-driven approach for basket selection. The proposed procedure also accounts for customer heterogeneity and thus can serve as a viable tool for designing target marketing programs. A data compression step first derives a set of basket prototypes which are representative for classes of market baskets with internally more distinctive (complementary) cross-category interdependencies and are responsible for the segmentation of households. In a second step, segment-specific cross-category effects are estimated for suitably selected categories using a multivariate logistic modeling framework. In an empirical illustration, significant differences in cross-effects and price elasticities can be shown both across segments and compared to the aggregate model. 2007 Elsevier B.V. All rights reserved.