Driving Online and Offline Sales: The Cross-Channel Effects of Digital Versus Traditional Advertising

50 Pages Posted: 7 Nov 2011 Last revised: 19 Aug 2014

See all articles by Isaac M. Dinner

Isaac M. Dinner

Indeed

Harald J. van Heerde

Massey University - Dept of Communication, Journalism & Marketing

Scott Neslin

Dartmouth College - Tuck School of Business

Date Written: November 6, 2011

Abstract

Today's marketing environment is characterized by a surge in multichannel shopping and ever more choice in advertising channels. This requires firms to understand how both digital and traditional advertising drive sales within the same channel (e.g., digital advertising affecting online sales) and across channels (e.g., digital advertising affecting offline sales). We develop a Dynamic Linear Model (DLM) to measure these effects. The model addresses: (1) the endogeneity of advertising, (2) dynamic advertising effects, (3) a multivariate dependent variable (4) heterogeneity across markets, and (5) competitive advertising effects. It decomposes advertising’s impact into customer counts and spend. We calibrate the model using data from a large, upscale retailer. We estimate elasticities for traditional (offline), online display (banner) and online search advertising on online and offline sales. Further, we develop and test hypotheses on how advertising impacts own- and cross-channel sales. We find that cross-channel effects exist and are important. For example, much of the impact of digital advertising can be attributed to its effect on the offline channel, primarily because of the impact on customer count.

Keywords: advertising elasticity, search advertising, banner advertising, multi-channel, cross effects, bayesian methods, dynamic linear model, return on investment

JEL Classification: M37, M31

Suggested Citation

Dinner, Isaac M. and van Heerde, Harald J. and Neslin, Scott, Driving Online and Offline Sales: The Cross-Channel Effects of Digital Versus Traditional Advertising (November 6, 2011). Tuck School of Business Working Paper No. 2012-103, Available at SSRN: https://ssrn.com/abstract=1955653 or http://dx.doi.org/10.2139/ssrn.1955653

Isaac M. Dinner (Contact Author)

Indeed ( email )

721 Domain Drive
Austin, TX 78758
United States

Harald J. Van Heerde

Massey University - Dept of Communication, Journalism & Marketing ( email )

Dept of Communication, Journalism & Marketing
Private Box 756
Wellington, 6140
New Zealand

Scott Neslin

Dartmouth College - Tuck School of Business ( email )

Hanover, NH 03755
United States

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