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Retailers Find Better Ways To Use Consumer Data To Drive Sales, Boost Profits

December 28, 2014: 12:00 AM EST
Retailers, such as Stage Stores Inc. and J.C. Penney Co., are adopting targeted discounts and promos, aiming their offering only to customers who respond to price cuts. After years of collecting data, retail companies are using their customer database to program full-price sales to maximize profits and relying on discounts to dispose of old inventory and encourage shoppers to buy. Data from market research firm AgilOne Inc. revealed 20 percent of online shoppers only buy products at discounted prices, while 15 percent do not bother searching for discounts.
Shelly Banjo, "Retailers Save Discounts for Bargain Hunters", The Wall Street Journal, December 28, 2014, © Dow Jones & Company, Inc.
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