Mapping out the customer’s journey

Authors Drs Robert van Ossenbruggen , Gerrita van der Veen
Published in Journal of marketing channels
Publication date 17 September 2015
Type Article

Summary

Many companies tailor their communication and interaction with customers by segmenting them into channel usage groups. This study argues that simply focusing on channels has limited effectiveness as increasingly customers today use multiple channels, the online channel contains many different forms, and channels are increasingly blended. We have identified several search strategies that reveal how customers find their way through a multichannel landscape during the various phases of a purchase. By explaining channel usage through these “search strategies,” we propose a clear and intuitive model that will support companies developing an effective multichannel strategy.

Language English
Published in Journal of marketing channels
Year and volume 22 3
ISBN/ISSN URN:ISSN:1046-669X
Page range 202-213

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