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The Role of Customer Segmentation and Personalization Strategies in Data-Driven Marketing for Enhancing Sales Performance and Customer Retention in the E-Commerce Industry

In: Navigating Economic Uncertainty - Vol. 1

Author

Listed:
  • Valbona Arifi

    (South East European University)

  • Veland Ramadani

    (South East European University)

  • Jusuf Zeqiri

    (South East European University)

  • Rasim Zuferi

    (South East European University)

Abstract

This study investigates the role of customer segmentation and personalized marketing as data-driven marketing tools in the e-commerce industry, in terms of sales performance and customer retention. The scope of the study is focused primarily on customers who make online purchases, mainly based in North Macedonia. The survey is conducted through questionnaires distributed via social media platforms and delivered to a randomly selected sample of 292 respondents. The obtained data has been analyzed with STATA software, using the regression model to showcase the correlation between each of the predefined variables. Based on the conducted study, employing customer segmentation, followed by personalization strategies, has a positive impact on sales performance and customer retention.

Suggested Citation

  • Valbona Arifi & Veland Ramadani & Jusuf Zeqiri & Rasim Zuferi, 2025. "The Role of Customer Segmentation and Personalization Strategies in Data-Driven Marketing for Enhancing Sales Performance and Customer Retention in the E-Commerce Industry," Springer Proceedings in Business and Economics, in: Veland Ramadani & Abdylmenaf Bexheti & Hyrije Abazi-Alili & Carmem Leal & Carlos Peixeira Marques (ed.), Navigating Economic Uncertainty - Vol. 1, pages 169-181, Springer.
    • Handle: RePEc:spr:prbchp:978-3-031-73506-6_10
    DOI: 10.1007/978-3-031-73506-6_10
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