Effective customer segmentation using the recency, frequency, and monetary framework, combined with density-based clustering
File version
Author(s)
McIver, Thomas
Robertson, Kirsten
Thaichon, Park
Griffith University Author(s)
Primary Supervisor
Other Supervisors
Editor(s)
Date
Size
File type(s)
Location
License
Abstract
Customer segmentation underpins Customer Relationship Management (CRM) and growth, yet purchase patterns are often sparse and irregular. This study addresses this gap by integrating an extended RFMI framework (Recency, Frequency, Monetary, and Interpurchase) with the density-based HDBSCAN algorithm and applying it to an H&M transactions dataset. The approach detects non-spherical structure and permits a ‘noise’ label for irregular shoppers. This study derives RFMI features, standardises inputs, and estimates segments with HDBSCAN. The solution yields five segments: Low-Value Inactive, Low-Value Dormant, Mid-Value Occasional, Loyal Mid-tier, and Premium Champions, plus a small noise group (n = 21,011). Each group displayed unique recency, frequency, monetary value, and interpurchase profiles. Product analysis shows shared preferences for upper- and lower-body garments, with high-value customers engaging more broadly. Managerial implications include sharper retention allocation, targeted reactivation, and assortment/promotion design aligned to segmentation and price sensitivity. The RFMI+HDBSCAN pipeline offers a scalable alternative that improves segment fidelity in real-world retail data.
Journal Title
Journal of Strategic Marketing
Conference Title
Book Title
Edition
Volume
Issue
Thesis Type
Degree Program
School
Publisher link
Patent number
Funder(s)
Grant identifier(s)
Rights Statement
Rights Statement
Item Access Status
Note
This publication has been entered in Griffith Research Online as an advance online version.
Access the data
Related item(s)
Subject
Persistent link to this record
Citation
Van Hau, P; McIver, T; Robertson, K; Thaichon, P, Effective customer segmentation using the recency, frequency, and monetary framework, combined with density-based clustering, Journal of Strategic Marketing, 2025