Using Behavioral Data to Improve Ecommerce Site Design and Online Merchandising

[mandy]

Coremetrics' VP of marketing describes the type of info needed by ecommerce sites to better merchandise their products.

Merchandising is the critical bridge between customer acquisition and conversion for ecommerce sites. Done right, online merchandising gets people past the home page to view products and services. It entices them with cross-sell and up-sell offers to drive up average order value. It ensures that pricing is in line with the competition and helps visitors move effortlessly through shopping and checkout processes.

Online merchandising, however, is complex. Online merchants face difficult challenges as they struggle to categorize products in an intuitive manner, formulate promotional categories that drive sales of high-margin items and organize site content to create the highest probability of maximizing each buying session....

full article: http://www.imediaconnection.com/content/8862.asp