消費(fèi)者行為分析

什么是消費(fèi)者行為？ (What is Consumer Behavior?)

consumer behavior is the study of individuals, groups, or organizations and all the activities associated with the purchase, use, and disposal of goods and services, and how the consumer’s emotions, attitudes, and preferences affect buying behavior.

消費(fèi)者行為是對個(gè)人，團(tuán)體或組織以及與購買，使用和處置商品和服務(wù)相關(guān)的所有活動的研究，以及消費(fèi)者的情感，態(tài)度和偏好如何影響購買行為。

什么影響消費(fèi)者行為？ (What affects consumer behavior?)

Making decisions are very dynamic processing and a lot of things could affect consumer behavior. Analyzing consumer behavior data are allowed us to present products or services in a way that generates a maximum impact on consumers. Consumer behavior is often influenced by different factors such as:

決策是非常動態(tài)的處理，很多事情都會影響消費(fèi)者的行為。 分析消費(fèi)者行為數(shù)據(jù)使我們能夠以對消費(fèi)者產(chǎn)生最大影響的方式展示產(chǎn)品或服務(wù)。 消費(fèi)者行為通常受不同因素的影響，例如：

• Personal factors: a specific characteristic such as age, race, gender, culture, income, personal habit/interest, etc
  個(gè)人因素：特定特征，例如年齡，種族，性別，文化，收入，個(gè)人習(xí)慣/興趣等
• Psychological factors: an individual’s response to a marketing message will depend on their perceptions and attitudes.
  心理因素：個(gè)人對營銷信息的React將取決于他們的看法和態(tài)度。
• Company Website: web design, products’ reviews from other users, recommendation System
  公司網(wǎng)站：網(wǎng)頁設(shè)計(jì)，其他用戶的產(chǎn)品評論，推薦系統(tǒng)
• Company’s physical store service
  公司的實(shí)體店服務(wù)
• Social: Policy, Government, Economy, Competitors, World of mouth, Friends, and Family, etc
  社會：政策，政府，經(jīng)濟(jì)，競爭對手，口碑，朋友和家人等
• Advertising: Email, Mail, Magazine, Cookie, Social Media, Affiliate(Cashback Website), Partnership (Events like NBA, World Cup, TV Shows)
  廣告：電子郵件，郵件，雜志，Cookie，社交媒體，會員(現(xiàn)金返還網(wǎng)站)，合作伙伴關(guān)系(NBA，世界杯，電視節(jié)目之類的活動)

為什么消費(fèi)者行為數(shù)據(jù)很重要？ (Why Consumer Behavior data is important?)

Understanding consumer behavior is a vital aspect of marketing. Based on consumer behavior data, we are able to know how consumers make decisions and how potential customers will respond to new products or new services. It is important to explore actionable insights from the data to support companies to put forward corresponding strategies.

了解消費(fèi)者行為是營銷的重要方面。 根據(jù)消費(fèi)者行為數(shù)據(jù)，我們能夠知道消費(fèi)者如何做出決策以及潛在客戶將如何響應(yīng)新產(chǎn)品或新服務(wù)。 重要的是，從數(shù)據(jù)中探索可行的見解，以支持公司提出相應(yīng)的策略。

For example, if you visit this kind of website, you do not know where should you start with and you will lose your patient then you will want to leave this website immediately. That is why we do the tests (such as AB test, usability test, etc) to gain insights into customer behavior in order to optimize the customer journey and improve key KPIs — Conversion Rate, Revenue, Customer Life Time Value, and AOV (Average Order Value).

例如，如果您訪問這種網(wǎng)站，則不知道從哪里開始，您會失去耐心，那么您將希望立即離開該網(wǎng)站。 這就是為什么我們進(jìn)行測試(例如AB測試，可用性測試等)以深入了解客戶行為，從而優(yōu)化客戶旅程并改善關(guān)鍵KPI(轉(zhuǎn)化率，收入，客戶生命周期價(jià)值和AOV(平均))的原因訂單價(jià)值)。

A good and nice e-commerce website can greatly affect consumer behavior.

一個(gè)好的電子商務(wù)網(wǎng)站可以極大地影響消費(fèi)者的行為。

here!這里 ！

行為經(jīng)濟(jì)學(xué)的視角 (The Perspective of Behavioral Economics)

Behavioral Economics is the study of psychology as it relates to the economic decision-making processes of individuals and institutions. It could be combined with consumer behavior to study how people make decisions and how to affect people to make decisions with ‘invisible hands’.

行為經(jīng)濟(jì)學(xué)是對心理學(xué)的研究，因?yàn)樗婕皞€(gè)人和機(jī)構(gòu)的經(jīng)濟(jì)決策過程。 它可以與消費(fèi)者行為相結(jié)合，研究人們?nèi)绾巫龀鰶Q策以及如何影響人們用“看不見的手”做出決策。

Dan Ariely is an Israeli-American professor of psychology and behavioral economics at Duke University. He mainly studies the role of human psychological phenomena in economics and how to use human psychological phenomena to influence people’s economic behavior. There are some classical examples to show how to influence consumers’ behavior.

丹·阿里利(Dan Ariely)是杜克大學(xué)(Duke University)的一名美籍美國裔心理學(xué)和行為經(jīng)濟(jì)學(xué)教授。 他主要研究人類心理現(xiàn)象在經(jīng)濟(jì)學(xué)中的作用以及如何利用人類心理現(xiàn)象影響人們的經(jīng)濟(jì)行為。 有一些經(jīng)典的例子來說明如何影響消費(fèi)者的行為。

1st example: When you apply for driver’s license at DMV you can see there is a part in your application to show if you wish to donate your organs and tissues after declared death. Dan Ariely did research about the ratio of the people who are willing to donate their organs in European countries and here is the bar chart for the result.

1日例如：當(dāng)你在DMV申請駕駛證，你可以看到有在應(yīng)用程序中顯示的一部分，如果你想宣布死后捐出你的器官和組織。 丹·阿里利(Dan Ariely)研究了愿意在歐洲國家捐獻(xiàn)器官的人口比例，這是得出結(jié)果的條形圖。

here!這里 ！

The first four countries' situations are very different from the remaining countries. You might think those differences due to cultural and religious reasons, however, the cultures and religions of some countries are very similar. After research, he finally found that the biggest difference between those countries is the DMV application designs.

前四個(gè)國家的情況與其余國家大不相同。 您可能會認(rèn)為這些差異是由于文化和宗教原因造成的，但是某些國家的文化和宗教非常相似。 經(jīng)過研究，他最終發(fā)現(xiàn)這兩個(gè)國家之間最大的不同是DMV應(yīng)用程序設(shè)計(jì)。

• design1 - Countries with low ratio: “If you wish to donate your organs and tissue, please sign here…”
  design1-比率較低的國家：“如果您想捐獻(xiàn)器官和組織，請?jiān)诖颂幒灻?
• design2 -Countries with high ratio: “If you do not wish to donate your organs and tissue, please sign here…”
  design2-高比率國家：“如果您不希望捐贈器官和組織，請?jiān)诖颂幒灻?

As long as people notice that there is something relative to “organ donation”, by the “default” most people will not sign for design 1 or design 2. So the people’s decision was affected by the different designs of organ donation consent. This is a kind of dependence on the default options because it does not give people psychological pressure.

只要人們注意到與“器官捐贈”有關(guān)的事情， 默認(rèn)情況下，大多數(shù)人就不會簽署外觀設(shè)計(jì)1或外觀設(shè)計(jì)2的簽名。因此，人們的決定會受到不同形式的器官捐贈同意設(shè)計(jì)的影響。 這是對默認(rèn)選項(xiàng)的一種依賴，因?yàn)樗粫o人們帶來心理壓力。

2nd example: If one brand always offers a “big sale” promotion, most consumers will think that the real price is cheaper than the after-sale price and might also think “l(fā)ow price = low quality”. On the other hand, another expensive brand rarely offers discounts. If there is a big sale of this brand, most consumers are more likely to purchase and maybe buy some products that they might not really need.

第二例子：如果一個(gè)品牌總是提供了一個(gè)“大甩賣”的促銷活動，大多數(shù)消費(fèi)者會認(rèn)為真正的價(jià)格比售后價(jià)格更便宜，也可能會想“低價(jià)格=低品質(zhì)”。 另一方面，另一個(gè)昂貴的品牌很少提供折扣。 如果該品牌的銷售量很大，那么大多數(shù)消費(fèi)者更有可能購買甚至購買一些他們可能真正不需要的產(chǎn)品。

here!這里 ！

3rd example: There is a traveling advertisement which is for a 7-DAY tour for Rome or Paris. People have two equal options — $1800 includes the fees of hotels and meals for both different cities. The number of people who chose Roma is similar to that of people who chose Paris.

第三例子：有一個(gè)移動廣告是一個(gè)7日游羅馬或巴黎。 人們有兩個(gè)平等的選擇-1800美元包括兩個(gè)城市的酒店和伙食費(fèi)。 選擇羅姆人的人數(shù)與選擇巴黎人的人數(shù)相似。

Mr. Gao & Mrs. Gao高先生和高太太

After a new option was added — ‘Rome: Hotel+No Meal — $1800’, most people chose to go to Rome with the “Hotel+Meal”. Actually adding the “Hotel+No Meal” option is meaningless and obviously not a lot of people will choose it. However, the purpose of the new option is to influence people’s decisions.

在增加了一個(gè)新選項(xiàng)“羅馬：酒店+無餐-1800美元”之后，大多數(shù)人選擇了帶“酒店+餐”的羅馬。 實(shí)際上，添加“酒店+無餐”選項(xiàng)是沒有意義的，并且顯然不會有很多人會選擇它。 但是，新選項(xiàng)的目的是影響人們的決策。

Mr. Gao & Mrs. Gao高先生和高太太

There is an interesting hidden theory behind those examples- Game Theory! Game Theory is a study of strategic interaction among rational decision-makers using mathematical models. If we are able to understand and analyze Consumer Behavior with Behavioral Economics/Game Theory, we can predict people’s behavior and their expectation, and then we can put forward targeted strategies that can affect consumer’s decisions and maximize their’s utility. If you are interested in Game Theory, you can visit my previous blog.

這些示例背后有一個(gè)有趣的隱藏理論，即博弈論！ 博弈論是使用數(shù)學(xué)模型研究理性決策者之間的戰(zhàn)略互動。 如果我們能夠使用行為經(jīng)濟(jì)學(xué)/博弈論來理解和分析消費(fèi)者行為，那么我們就可以預(yù)測人們的行為及其期望，然后我們可以提出有針對性的策略來影響消費(fèi)者的決策并最大化他們的效用。 如果您對博弈論感興趣，可以訪問我以前的博客 。

項(xiàng)目介紹 (Project Introduction)

The goal of this project is to predict what kind of consumers are more likely to click the ad.

該項(xiàng)目的目的是預(yù)測哪種類型的消費(fèi)者更有可能點(diǎn)擊廣告。

The dataset created by Jose Portilla and Pierian Data for his Udemy Course (Python for Data Science and Machine Learning Bootcamp). You can get the data from Kaggle. The data contains ten different columns:

Jose Portilla和Pierian Data為他的Udemy課程(Python for Data Science and Machine Learning Bootcamp)創(chuàng)建的數(shù)據(jù)集。 您可以從Kaggle獲取數(shù)據(jù)。 數(shù)據(jù)包含十個(gè)不同的列：

Daily Time Spent on a Site — Time spent by the user on a site in minutes.

網(wǎng)站上花費(fèi)的每日時(shí)間-用戶在網(wǎng)站上花費(fèi)的時(shí)間，以分鐘為單位。

Age — Customer’s age in terms of years.

年齡-客戶的年齡(以年為單位)。

Area Income — Average income of geographical area of consumer.

地區(qū)收入-消費(fèi)者地理區(qū)域的平均收入。

Daily Internet Usage — Avgerage minutes in a day consumer is on the internet.

每天的互聯(lián)網(wǎng)使用情況-一天的平均消費(fèi)分鐘數(shù)是在互聯(lián)網(wǎng)上。

Ad Topic Line — Headline of the advertisement.

廣告主題行-廣告標(biāo)題。

City — City of the consumer.

城市-消費(fèi)者的城市。

Male — Whether or not a consumer was male.

男性-消費(fèi)者是否為男性。

Country — Country of the consumer.

國家-消費(fèi)者所在的國家。

Timestamp — Time at which the user clicked on an Ad or the closed window.

時(shí)間戳記-用戶單擊廣告或關(guān)閉的窗口的時(shí)間。

Clicked on Ad — 0 or 1 is indicated clicking on an Ad or not — Class 0 — not clicked, and Class 1 — clicked.

單擊廣告-0或1表示是否單擊廣告-0級-未單擊，1級-已單擊。

EDA (EDA)

數(shù)值數(shù)據(jù)與目標(biāo) (Numerical Data VS Target)

Based on the image below, we can see that people who spend more time — around 80 minutes on the site are not likely to click the ad, and people who spend around 50 minutes are more likely to click the ad. The average age of the people who clicked the ad is around 40 and the average area income of consumers in class 1 is around 50000. Last, consumers in Class 1 have less daily internet usage. Those subplots are very informative and bring us some basic ideas. Besides numerical data, text data can also bring some useful information. For example, what kind of headline or topic of the ad is more attractive and consumers are more likely to click it.

根據(jù)下圖，我們可以看到花費(fèi)更多時(shí)間的用戶-在網(wǎng)站上花費(fèi)大約80分鐘的時(shí)間不太可能點(diǎn)擊廣告，而花費(fèi)大約50分鐘的用戶則更有可能點(diǎn)擊廣告。 點(diǎn)擊廣告的人的平均年齡為40歲左右，類別1的消費(fèi)者的平均地區(qū)收入約為50000。最后，類別1的消費(fèi)者的每日互聯(lián)網(wǎng)使用量較少。 這些子圖非常有用，為我們帶來了一些基本思想。 除了數(shù)字?jǐn)?shù)據(jù)，文本數(shù)據(jù)還可以帶來一些有用的信息。 例如，哪種類型的廣告標(biāo)題或主題更具吸引力，而消費(fèi)者更有可能點(diǎn)擊它。

文字?jǐn)?shù)據(jù) (Text Data)

People prefer topics like team-oriented, fully configurable, and context-sensitive, etc. We also can see that some topics that consumers do not really interest in.

人們更喜歡面向團(tuán)隊(duì)的主題，完全可配置的和上下文相關(guān)的主題等。我們還可以看到，一些消費(fèi)者并不真正感興趣的主題。

相關(guān)性 (Correlations)

People aged around 40 who spend less than 80 minutes are more likely to click the ad. In Class 1, the mean age is around 40, and the daily internet usage range is between 100–200.

40歲左右，花費(fèi)時(shí)間不到80分鐘的用戶更有可能點(diǎn)擊該廣告。 在第1類中，平均年齡約為40歲，每天的互聯(lián)網(wǎng)使用范圍為100-200。

Code Source代碼來源

造型 (Modeling)

Random Forest was applied in this project. After tuned hyperparameters with Grid Search and fitted the model, the accuracy and F1 score are up to 97%.

隨機(jī)森林應(yīng)用于該項(xiàng)目。 在使用Grid Search調(diào)整超參數(shù)并擬合模型后，準(zhǔn)確性和F1得分高達(dá)97％。

The feature importance chart shows that daily internet usage, daily time spent on the site, age, and area income play important roles for consumers' decision — “ Click it or not”!

功能重要性圖表顯示，每天的互聯(lián)網(wǎng)使用量，每天在網(wǎng)站上花費(fèi)的時(shí)間，年齡和地區(qū)收入對消費(fèi)者的決定起著重要的作用-“單擊或不單擊”！

翻譯自: https://medium.com/swlh/consumer-behavior-analysis-click-or-not-6092491a89a2

消費(fèi)者行為分析

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