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Predicting Mail-Order Repeat Buying: Which Variables Matter?

Predicting Mail-Order Repeat Buying: Which Variables Matter?

In this study, we propose a customer-oriented conceptual model of segmentation variables for mail-order repeat buying behavior. We investigate (1) from a theoretical perspective what customer-related variables should be included in response models for modeling repeat purchasing, and (2) empirically validate how these variables perform for predictive purposes. We use binary logit modeling.

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