Buy theirs, get ours free: Catalina Marketing. (new marketing ploy using discount coupons)
Economist (US), The, September, 1992
Catalina Marketing Corp has devised a way to generate discount coupons at the checkout that reward faithful brand shoppers or that compete directly with a rival company. Coca Cola buyers may receive Pepsi coupons or hot dog buyers may receive mustard coupons, for example.
NO METHOD of marketing is identified more strongly with older consumers than discount coupons. But the stereotype of coupon-cutting as a hobby of frugal grannies is woefully out of date. Americans of all ages redeem millions of coupons in supermarkets; in Europe the practice, long shunned, is catching on fast. The trouble is the imprecision of coupons: too many go either to consumers with no interest in the product (shampoo coupons to bald men, cat-food offers to goldfish owners) or to those who...
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