Attribution

What is Attribution in E-Commerce?

Attribution is the practice of assigning credit for a conversion - a purchase, a sign-up, a lead - to the marketing touchpoints that contributed to it. When a customer sees a TikTok ad on Monday, clicks a Google Shopping result on Wednesday, and then converts through a Klaviyo email on Friday, attribution is the system that determines how much credit each of those interactions receives. It is the foundational measurement problem of e-commerce marketing, and getting it wrong leads directly to misallocated budget.

The challenge is that no single attribution model tells the complete truth. The most common models each have a different bias: Last-click attribution gives 100% of the credit to the final touchpoint before purchase - typically a branded search or email - which systematically undervalues awareness channels like Meta and TikTok that started the journey. First-click attribution does the opposite, over-crediting the discovery touchpoint and ignoring the nurture channels that closed the sale. Linear attribution distributes credit equally across all touchpoints, which sounds fair but treats a brand awareness impression and a checkout-recovery SMS as equivalent. Time-decay attribution weights touchpoints more heavily the closer they are to conversion, which is more realistic but still platform-reported and therefore subject to overlap and double-counting.

The core problem with all platform-reported attribution models is that they are self-serving: Meta counts a conversion if its pixel fired within 7 days of a click, Google counts it if there was a search click within 30 days, and Klaviyo counts it if the customer opened an email within 5 days. A single purchase can be claimed by all three simultaneously, making your reported ROAS across platforms add up to multiples of your actual revenue.

This is why scaling e-commerce brands are increasingly moving toward Media Mix Modeling (MMM) and incrementality testing as more reliable measurement frameworks - and why tools like Triple Whale, Northbeam, and Rockerbox have built large audiences among Shopify operators by offering more skeptical, de-duplicated attribution than the native platform numbers.