In the digital arena, there are more customers and prospects than the local butcher or florist ever imagined. And there are endless sources of detailed data about these individuals. The challenge facing online retail today is no longer what we know about each of our millions of customers and prospects. Rather, how to harness our knowledge to treat each individual as an individual.
This paper, part of the Clicktale Psychology and Customer Experience Series, examines how retailers can identify intentionality of shopper behavior and differentiate between goal-oriented buyers and casual browsers.