In a dynamic, competitive environment, the decision to enter the market should be timed to balance the risks of premature entry against the missed opportunity of late entry. Previous research has mainly focused on the strategic aspects of the entry-time decision. In this paper we review the...

This paper reports the results of the ADVISOR 2 study, aimed at providing an understanding of and guidance for marketing mix decisions for industrial products. The study involved 22 companies and 131 products. Although cross-sectional in nature, justification is presented for using the...

Farris and Buzzell's (Farris, Paul W., Robert D. Buzzell. A comment on modeling the marketing mix decision for industrial products. Management Sci. this issue.) comment on my (Liuen, Gary L. 1979. ADVISOR 2: Modeling the marketing mix decision for industrial products. Management Sci. 25...

A model for manpower management is presented based upon the study of a large technical department of a corporation. The model can be used in an optimization mode to determine recruiting plans, given manning needs, and in a simulation mode to project the results of changes in salary structure or...

A stochastic model of individual buyer behavior is developed from a set of postulates about the buying process. The postulates are shown to imply a linear learning model modified by a term to explain response to pricing stimuli. Thus, a customer's purchasing probability is modelled as a...

Traditional idea generation techniques based on customer input usually collect information on new product needs from a random or typical set of customers. The "lead user process" takes a different approach. It collects information about both needs and solutions from users at the leading edges of...

A central issue in new product development and planning is the market timing/entry decision. An entry too early may risk pushing an under-developed product into the marketplace, with possible negative results; however, a product/technology may sacrifice sales if entry is delayed too long. A...

The community-based model for software development in open source environments is becoming a viable alternative to traditional firm-based models. To better understand the workings of open source environments, we examine the effects of network embeddedness--or the nature of the relationship among...

This Note reviews some aspects of an approach to modeling the problem of developing offshore oilfields. An alternative method of solution is suggested and an associated problem, that of determining an optimal drilling schedule, is described.

This paper develops a model and an associated estimation procedure to forecast and control the rate of sales for a new product. A repeat-purchase diffusion model is developed, incorporating the effect of marketing variables---detailing force effects in particular---as well as a word-of-mouth...