Multi Touch Attribution Problems
This is a deep dive into the limitations of Multi Touch Attribution Problems.
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By Joris van Huët, Founder & CEOUpdated 2 min read
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Multi Touch Attribution Problems
The Core Issue: Correlation vs. Causality
Most attribution platforms, including many popular ones, operate on a model of correlation. They track user touchpoints and correlate them to a conversion. If a user clicked a Facebook ad and then purchased, the sale is attributed to Facebook. This is a model based on observation, not true impact. The fundamental question remains unanswered: would the user have converted anyway?
This is where marketing attribution models based on correlation fall short. They cannot distinguish between a channel that influences a purchase and one that simply happens to be part of the journey. This is the critical difference between correlation and causality.
The formula isn't just SUM(touchpoint_value); it's closer to P(Conversion | Ad) - P(Conversion | No Ad).
The Problem with Traditional Attribution Models
Let's be direct. Traditional attribution models, whether last-click, multi-touch, or even server-side tracking, are flawed. They are good at telling a story, but not necessarily the true story. They are prone to crediting channels that are good at capturing existing intent, rather than creating it. For a scaling Shopify brand in the beauty, fashion, or supplement space, this distinction is the difference between sustainable growth and a plateauing ad spend with diminishing returns.
Last-Click Attribution: The Winner-Takes-All Fallacy
Last-click attribution is simple, but so. It gives 100% of the credit to the final touchpoint before a conversion. This model systematically overvalues bottom-of-the-funnel channels like branded search and retargeting, while completely ignoring the upper-funnel activities that generated the initial awareness and interest. It's like giving all the credit to the cashier for a sale, ignoring the product designers, marketers, and store layout that brought the customer in.
Multi-Touch Attribution: A More Complicated Illusion
Multi-touch attribution seems more sophisticated, distributing credit across multiple touchpoints. However, the models used (linear, time-decay, U-shaped) are arbitrary. There is no mathematical basis for assuming that each touchpoint deserves equal credit, or that the first and last touchpoints are the most important. It's a more complex way of dividing up the same correlational data, without ever answering the causal question.
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Related Resources
Bayesian Vs Frequentist Attribution
Causal Inference Vs Rule Based Attribution
Frequently asked questions
What are the main limitations of Multi Touch Attribution Problems?
The primary limitation of Multi Touch Attribution Problems is its reliance on correlational data, which can lead to a misinterpretation of marketing impact. It shows what happened, but not necessarily why it happened or what would have happened without a specific ad.
Go deeper: Causal attribution, explained.
Sixty-second versions of these ideas: Causality Engine on YouTube Shorts.
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Terms in this article
- AttributionAttribution identifies user actions that contribute to a desired outcome and assigns value to each. It reveals which marketing touchpoints drive conversions.
- Attribution ModelAn Attribution Model defines how credit for conversions is assigned to marketing touchpoints. It dictates how marketing channels receive credit for sales.
- Attribution PlatformAttribution Platform is a software tool that connects marketing activities to customer actions. It tracks touchpoints across channels to measure campaign impact.
- Causal InferenceCausal inference is the set of methods for estimating how much an outcome changes because of a cause, rather than alongside it. It works by comparing what happened with an estimate of what would have happened without the cause.
- CorrelationCorrelation is a statistical measure showing a relationship between variables; it does not imply causation.
- Marketing AttributionMarketing attribution assigns credit to marketing touchpoints that contribute to a conversion or sale. Causal inference enhances attribution models by identifying true cause-effect relationships.
- Multi-Touch AttributionMulti-Touch Attribution assigns credit to multiple marketing touchpoints across the customer journey. It provides a complete view of channel impact on conversions.
- RetargetingRetargeting is online advertising that targets users who have previously interacted with your website or content. Attribution analysis shows the causal role of retargeting in driving conversions and improving ad spend.