This is a great document from The Richards Group that came out in late December. Check it out, especially trend # 9 on Predictive Consumerism from Francisco Cárdenas, Director of Digital at Richards/Lerma.
You can find the Pancho’s article here, but also here’s a little teaser for you:
“I would call this common, current form of predictive and suggestive selling a product-centric approach. It looks at past consumption and past behavior, then provides new products or services recommendations at the right times to drive conversion. The interesting shift is that some brands are approaching predictive selling with a strong consumer-centric focus. What does this mean? The shift is about promising more value and added benefits to the consumer and asking consumers to elect or commit to a longer-term engagement. What were once simply one-time product transactions are becoming continual transactional relationships that are centered on a new consumer experience.”