Surveiling the consumer for loyalty and profit

Surveillance may be a dirty word when it comes to domestic politics, but understanding what interests the consumer and how technology may provide insights is a legitimate concern of retailers. Exactly which technologies yield ...

Size doesn't matter (to everyone) when discounting pre-orders

Introducing new products through pre-order price promotions is a time-honored strategy, but how deep should those discounts be and what factors induce consumers to make the leap of faith needed to plunk down money for a brand-new ...

Gaining an edge in head-to-head competition

Pairs of dominant retailers in direct competition - Macy's and Gimbel's, Saks and Bloomingdale's, Dick's and Sports Authority - are always trying to find an edge over their rival. Money back guarantees, or MBGs, and personalized ...

Are we actually affected by the music in stores?

The ubiquitous music heard across shopping centres, clothing stores, supermarkets, coffee shops and bars is widely thought to have positive effects on customer mood and behaviour, however a new study has found this may not ...

Different strokes for different folks

People use different criteria when they're searching for a gift than when they are buying for themselves. New research identifies the cues that encourage purchases in each situation.

How 5-star online customer reviews can backfire

It may be counterintuitive, but the more positive online reviews a product gets may actually lead to a net negative profit for the retailer. That's the conclusion of new research by a team of marketing experts from a Dutch ...

If you build it, they will come

In a perfect grocery-shopping world, the supermarket where you usually shop would have an online presence that perfectly mirrored its bricks-and-mortar store, with the same selection of products and a minimal online-offline ...

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