Can Large Language Models Identify Meaningful Touchpoints in Conversion Attribution?

Abstract

Touchpoint selection in conversion attribution, namely identifying meaningful touchpoints contributing to conversions, is essential for e-commerce recommendation and online advertising. Current selection methods rely heavily on collaborative-filtering-based heuristics, which fail to align with user-perceived semantic intent. Through human annotation, we reveal a significant semantic gap: many implicitly-related, semantically relevant touchpoints remain undetected by existing rules. Therefore, we systematically evaluate the capability of Large Language Models (LLMs) in identifying these hidden associations. Our evaluation shows that while LLMs effectively uncover a substantial portion of implicitly-related touchpoints, significant room for improvement remains in their selection performance. Furthermore, we analyze the impact of different prompting strategies and foundation model choices on identification performance, providing valuable insights into their reasoning patterns and effectiveness. These insights offer a new roadmap for transitioning conversion attribution from mechanical rule-matching to human-aligned semantic reasoning. Moreover, we leverage the LLM-attributed conversion labels for enhancing industrial CVR model training and achieve significant offline performance gains, showing the potential of LLMs in conversion attribution.