Black friday – the day after represents one of the biggest shopping days and marks the first official day of christmas shopping. however, in 2018 sales on this day were 9% lower than the previous year and represent a trend in the retail market – revenues of departmental stores have either remained stagnant or declined (macy’s stores revenues between 2008 and 2018 stayed stagnant around $26b and jc penny actually experienced a decline during the same period from $20b to $13b. on the other hand, online giant, amazon revenues grew from $19b in 2008 to more than $230b). there are similar downward trends of other brick & mortar department stores and a growth in online purchases by consumers.

explain the principal factors (demographic, socio-economic, lifestyle and behavioral), which have contributed to these trends. offer specific marketing and economic strategies in which traditional departmental stores/grocers can adapt/reposition their competitive positions to remain viable/profitable.

Onsider the following subscription behavior information from genie, a web site that provides tools for constructing a family tree (ancestor search). subscriptions cost $9.99 per month, but you are charged for the entire year at the time of purchase. there is a one-year minimum term when you sign up for the service. once purchased, subscriptions are set to renew automatically unless the subscriber cancels them. when a membership renews, it renews for a one-year term and again you are charged for the entire year. there are no variable costs associated with providing this service to an individual customer, but genie does engage in customer relationship activities that they believe will increase customer retention. these customer relationship activities cost genie about $10 per year per customer. based on a sample of 1000 customers that joined genie five years ago, near the time when the company was founded, they were able to determine how many of those customers remained subscribers in the second year, third year etc. based on this information, genie calculated the average annual retention rate to be 20%. genie uses an annual discount rate of 8%. a. last year, genie spent $10,000 placing advertisements on google. genie management believes that these advertisements were responsible for about 300 new subscribers. would you recommend to genie management that they purchase more google ads? b. suppose a newly-introduced loyalty program increases the number of customers that remained to 30%. does this new data change your answer to 9.a? c. do you have any hesitations or concerns about making recommendations to management based on your above estimate of customer lifetime value?