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Avoiding digital marketing analytics myopia: revisiting the customer decision journey as a strategic marketing framework

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  • Matthew D. Vollrath

    (Ohio Wesleyan University)

  • Salvador G. Villegas

    (Northern State University)

Abstract

The use of analytics data in digital marketing has had a profound impact on the way marketers create consumer relationships and how firms make decisions. However, the marketing analytics literature offers little guidance on how digital marketing analytics tools should be selected and leveraged in service to the firm’s overall strategy. Foundational marketing theory and research concerning the origin of consumer value and the primary importance of the consumer decision journey to strategy formation offer a pathway to evaluating digital marketing tools and analysis in a strategic and theoretically sound manner. This paper builds on seminal marketing thought to propose a conceptual framework that places use of digital marketing analytics tools and channels in the context of a firm’s marketing plan. The framework has diverse applications across many industries and platforms and can help markers avoid falling victim to digital marketing analytics myopia, even as evolving technologies and broader societal forces like the response to Covid-19 accelerate the digitalization of marketing.

Suggested Citation

  • Matthew D. Vollrath & Salvador G. Villegas, 2022. "Avoiding digital marketing analytics myopia: revisiting the customer decision journey as a strategic marketing framework," Journal of Marketing Analytics, Palgrave Macmillan, vol. 10(2), pages 106-113, June.
    • Handle: RePEc:pal:jmarka:v:10:y:2022:i:2:d:10.1057_s41270-020-00098-0
    DOI: 10.1057/s41270-020-00098-0
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    References listed on IDEAS

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    2. Greg Grovey, Diana Garza & Greg Grovey, Diana Garza, 2023. "How Different Digital Marketing Techniques Drive and Empower Sneakerhead Purchasing Behaviors: A Theoretical Literature Review," RAIS Conference Proceedings 2022-2023 0258, Research Association for Interdisciplinary Studies.
    3. Shimi Naurin Ahmad & Michel Laroche, 2023. "Extracting marketing information from product reviews: a comparative study of latent semantic analysis and probabilistic latent semantic analysis," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(4), pages 662-676, December.

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