A catalog retailer studies about 3,500 variables over the lifetime of a customer's relationship. It has found that customers who are married, are between the ages of 31 and 44, and have moved within the past year are its most profitable customer segment. By sending promotional offers to noncustomers who also fit this description, this catalog retailer has engaged in ________.
A) customer retention
B) customer acquisition
C) customer abandonment
D) customer accrual
E) market basket analysis

Question

Quizplus · Accepted Answer

The catalog retailer is trying to attract new customers who have similar characteristics to their most profitable customer segment. This is known as customer acquisition.

A Catalog Retailer Studies About 3,500 Variables Over the Lifetime