Each store visitor presents a sales opportunity to retailers. However, not every visitor becomes a buyer. Converting store visitors into buyers is a fundamental challenge in retailing. Within-store conversion is divided into several steps. This paper focuses on the conversion of visitors to...

Customer scoring is widely practiced in industries such as mail order, telecommunications or financial services to identify customers for specific marketing activities. It has been suggested in the literature to score customers on the basis of the value of their transactions per unit of waiting...