Incentives To Buy
Businesses have to do that little bit ?extra? to convert casual ?shoppers? into ?buyers?. A wide variety of incentives are offered to effect this ?conversion. It includes coupons, discounts and frequent flyer miles. To establish personal contact and obtain information about the taste and preferences of the shoppers, merchants send personalized questionnaires to the shoppers who, in turn, fill them up and send them back. Having got the data merchants can now target the potential shoppers with customized incentive programs. The paper examines this issue with relevant examples.