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Revisiting customer analytics capability for data-driven retailing

Journal Article


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Abstract


  • Customer analytics is one of the most dominant strategic weapons in today's competitive retail environment. In spite of its strategic importance, there is scant attention to investigating customer analytics capabilities in the retail context. Drawing on a systematic literature review and thematic analysis, this study proposes a multidimensional customer analytics capability model by identifying relevant dimensions and sub-dimensions in retail settings. The principal contribution of this study is that the model links a customer analytics perspective to a resource-based view (RBV)-capability of the retailers by proposing six customer analytics capability dimensions and twelve sub-dimensions in the spectrum of market orientation and technology orientation. The customer analytics capability dimensions depict three crucial themes of marketing, such as value creation (offering capability and personalization capability), value delivery (distribution capability and communication capability), and value management (data management capability and data protection capability). By incorporating this capability dimensions, practitioners will likely be able to engage customers and enhance customer equity.

Publication Date


  • 2020

Citation


  • Hossain, M., Akter, S. & Yanamandram, V. (2020). Revisiting customer analytics capability for data-driven retailing. Journal of Retailing and Consumer Services, 56 102187-1-102187-13.

Ro Full-text Url


  • https://ro.uow.edu.au/cgi/viewcontent.cgi?article=1631&context=gsbpapers

Ro Metadata Url


  • http://ro.uow.edu.au/gsbpapers/590

Start Page


  • 102187-1

End Page


  • 102187-13

Volume


  • 56

Place Of Publication


  • United Kingdom

Abstract


  • Customer analytics is one of the most dominant strategic weapons in today's competitive retail environment. In spite of its strategic importance, there is scant attention to investigating customer analytics capabilities in the retail context. Drawing on a systematic literature review and thematic analysis, this study proposes a multidimensional customer analytics capability model by identifying relevant dimensions and sub-dimensions in retail settings. The principal contribution of this study is that the model links a customer analytics perspective to a resource-based view (RBV)-capability of the retailers by proposing six customer analytics capability dimensions and twelve sub-dimensions in the spectrum of market orientation and technology orientation. The customer analytics capability dimensions depict three crucial themes of marketing, such as value creation (offering capability and personalization capability), value delivery (distribution capability and communication capability), and value management (data management capability and data protection capability). By incorporating this capability dimensions, practitioners will likely be able to engage customers and enhance customer equity.

Publication Date


  • 2020

Citation


  • Hossain, M., Akter, S. & Yanamandram, V. (2020). Revisiting customer analytics capability for data-driven retailing. Journal of Retailing and Consumer Services, 56 102187-1-102187-13.

Ro Full-text Url


  • https://ro.uow.edu.au/cgi/viewcontent.cgi?article=1631&context=gsbpapers

Ro Metadata Url


  • http://ro.uow.edu.au/gsbpapers/590

Start Page


  • 102187-1

End Page


  • 102187-13

Volume


  • 56

Place Of Publication


  • United Kingdom