B2B analytics in the airline market: Harnessing the power of consumer big data

Christopher Holland, Sabrina Thornton, Peter Naudé

Research output: Contribution to journalArticlepeer-review

31 Citations (Scopus)


This paper utilizes market-level data to explore the relative performance of individual companies amongst defined competitors. We show the potential of using consumer clickstream data, an important type of big data, to create a new set of B2B analytical frameworks. In the markets where complex interactions between competitors, search intermediaries and consumers create a network, B2B relationships can be inferred from consumer search patterns, and can then be modeled to gauge the online performance. A commercial dataset from ComScore’s US panel of one million users is used to illustrate a new approach to measure and evaluate the online performance of competitors in the US airline market. The methodology and associated performance framework demonstrate the potential for new forms of market intelligence based on the visualization of market networks, online performance calculated from matrix algorithms, the measurement of the impact of search intermediaries, and the identification of latent relationships. This research makes theoretical and empirical contributions to the debate on the use of big data for B2B market analytics. B2B managers can use this approach to extend their network horizon from an egocentric to a network view of competition and map out their competitive landscape from the perspective of the customer.
Original languageEnglish
Pages (from-to)52-64
Number of pages13
JournalIndustrial Marketing Management
Early online date14 Dec 2019
Publication statusPublished - 1 Apr 2020


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