The effect of shipping fees on customer acquisition, customer retention, and purchase quantities

@article{Lewis2006TheEO,
  title={The effect of shipping fees on customer acquisition, customer retention, and purchase quantities},
  author={M. Lewis},
  journal={Journal of Retailing},
  year={2006},
  volume={82},
  pages={13-23}
}
  • M. Lewis
  • Published 2006
  • Business
  • Journal of Retailing
  • The growth of the e-commerce sector has highlighted the importance of shipping fees. We empirically study the effects of shipping fees and marketing activities on customer acquisition, customer retention, and average expenditures using data from an online grocer. We find that shipping fees greatly influence order incidence rates and graduated shipping fees significantly affect average expenditures. The analysis indicates that customer acquisition is more sensitive to order size incentives while… CONTINUE READING

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