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Retailers see growing online market, offer deals galore for Cyber Monday

If you’re going to do it at work, you should probably wait until you’re off the clock – lunchtime, breaks or after hours.In any case, it may be tempting to look up the hourly Cyber Monday deals and other offers retailers will make. The many carrots retailers are dangling for shoppers this year gives a snapshot of marketing evolution in an era of quicker-than-ever feedback from consumers.“They’re recognizing that people often shop during breaks and during their lunch hours,” Rutgers University – Camden marketing Professor Carol Kaufman-Scarborough said of online tactics.“They’re able to forecast based on past consumer behavior.”Many retailers will run their “Deals of the Hour” on cybermonday.com, starting at midnight Nov. 28 and continuing throughout the day. Shop.org, a site run by the National Retail Federation (NRF), releases the deals today.Cybermonday.com will feature deals from more than 800 companies, including free shipping, dollar and percentage price discounts and free items with a purchase.Other deals will continue well after Monday.According to a recent Shop.org survey conducted by BIGResearch, a market research firm, 58.4 percent of workers with Internet access will shop online for the holidays this year. That amounts to 75.9 million people.They make up just part of the input for firms like BIGResearch, who are gauging an ever-increasing – and ever-changing – online market.NRF spokeswoman Kathy Grannis said survey results show 46.7 percent of shoppers this year will buy online, compared to 43.9 percent last year.The survey said on average, deal-seekers this year plan to do 36 percent of their shopping – whether comparing prices, researching a product or actually buying – online.And online shoppers are expected to spend more, the NRF said, roughly 22 percent more than the average among adults.Of all adult age groups, that in the 25 to 34 range is forecast to do the most shopping via computer – at 43.7 percent. But retailers are guided by more than just sheer numbers. The business requires thinking outside the box, but not necessarily outside the store.While sellers display many products online, “Websites should be set up as if you’re looking at other displays in the store physically,” Kaufman-Scarborough said.The reason, she said, is that people shopping online may often not encounter the impulse temptations or accessories they would have when shopping in person.For example, the professor pointed out, the pickup area for products purchased on the Internet may be at the front of the store.A customer picking up an online purchase doesn’t get to pass through the other stuff – including deal displays – that he didn’t see on his screen.A possible solution for retailers includes researching possible companion items. That means finding out that “People who bought this item also ended up buying that one,” Kaufman-Scarborough said. “Retailers should do that research.“As Cyber Monday becomes more sophisticated, you’ll see more of these things.”But stores don’t necessarily have to lose much ground to the Internet in term’s of a company’s sales.Kaufman-Scarborough said a customer’s choice depends in part on the product. One who wants to buy a book can feel confident he’ll get what he wants buying online.But clothing is a different story. A consumer will typically want to try something on or get an in-person look at a potential buy.The professor added time and research can show whether the older post-Thanksgiving shopping tradition is losing customers to the new.“I think it would be interesting to see what the impact is of Black Friday versus Cyber Monday,” she said.“Are there different shoppers on the two days, or is Cyber Monday siphoning off from Black Friday?”The answer may mean a company starts investing more in one than in the other.

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