Straipsnyje aprašomi trys pardavimų skatinimo etapai Lietuvos mažmeninės prekybos rinkoje, pabrėžiant dabartinį, pardavimų skatinimą gamybos/paslaugų ekonomikoje, ir ateities – žinių ekonomikoje. Daugelyje mažmeninės prekybos organizacijų yra naudojami tradiciniai pardavimų skatinimo metodai ir priemonės. Straipsnyje tyrinėjamos pardavimų skatinimo, paremto žiniomis apie vartotojus, galimybės, siūlomas naujas požiūris į pardavimų skatinimą ir galimi ateities sprendimai.

In marketing theory, every author proves the significance and value of the promoted method; however, in practice the customer loyalty measurement method has to be simple in its application, its results should be presentable, highlighting the real situation, promoting particular insights for future decisions. Therefore, it is important for every organization to know which method of customer loyalty measurement provides the most precise results and is the most suitable for customer loyalty measurement.

The article proposes the theoretical model of customer loyalty classification. Various methods of customer loyalty measurement are analyzed. On the basis of the analysis of customer loyalty classification and measurement, the universal theoretical model for the determination of customer loyalty stages is designed.

The determination of the structure of customers’ in reliance with their loyalty stage can help organizations in making market segmentation and establishing of marketing programmes. In the article the structure of customers’ in reliance to their loyalty stage is provided.