Customer Contact
For each campaign, a direct marketer decides whether to contact all customers in
its data base or to seek specific market segments (with different messages and/or
media for each). It can classify prospective customers as regulars (those who buy
continuously); nonregulars (those who buy infrequently); new contacts (those who
have never been sought before by the firm); and nonrespondents (those who have
been contacted but never made a purchase).