Technology is giving companies an unprecedented view of their customers: demographic data; buying preferences; behaviors that signal the intent to buy; and analyses that enable them to develop expectations about how customers are likely to act during the buyer-seller relationship. Those abilities are new and, in many cases, hold a lot of promise. However, as we expand our capabilities to understand the customer through technology, it can become easy to overlook the fact that customers have changing expectations as well.
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What Buyers Want
Posted by: Christopher J. Bucholtz June 12, 2015 04:54 PMTechnology is giving companies an unprecedented view of their customers: demographic data; buying preferences; behaviors that signal the intent to buy; and analyses that enable them to develop expectations about how customers are likely to act during the buyer-seller relationship. Those abilities are new and, in many cases, hold a lot of promise. However, as we expand our capabilities to understand the customer through technology, it can become easy to overlook the fact that customers have changing expectations as well.