This paper examines the temporal effects of alternative procedures for controlling sales force effort, particularly when the effect of such effort is felt in both current and future periods. Related informational requirements for both firm and salesmen are also discussed in terms of nonzero sum...

This paper identifies four groups among 113 Fortune 500 manufacturers that approach innovation quite differently. The groups are based on 27 measured elements of corporate environment, corporate strategy, and formal and informal organization. Both product innovation and financial performance...

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A four-equation "working version" system based on elements of a buyer behavior model was used to organize an analysis of a five-wave consumer panel tracking the introduction of a new brand of subcompact automobile. Parameters of endogenous model variables are remarkably stable over time,...

A meta-analysis of results from 320 published studies relates environmental, strategic and organizational factors to financial performance. Some factors (e.g., concentration and growth) have been studied widely and have a relatively consistent positive impact on performance. Other widely-studied...

Quotas, commissions and mixtures of the two are widely used to control salesmen's activities both in terms of overall motivation and as decentralized means to direct allocation of effort over various products in the firm's line. Sales commission plans as allocation devices for a...

Analyzing time series data for evidence of changes in market conditions is a problem central to development of a marketing information system. Examples are tracking field reports on competitors' prices and analyzing market share estimates computed from retail audits and consumer panel reports....

Time series models of a complex nature, such as consumer brand switching analyses, have required assumptions of parameter stability because statistical models were not available to deal with parameter change. A model is developed here to estimate a stepwise change in the mean process of a...

International differences in general, and cultural differences in particular, exert profound influence on what people buy. In modeling market response, highly visible international differences in purchase behavior seem to lead to an assumption by management scientists that there are large...

A stochastic consumer behavior model is constructed transforming Nicosia's (Nicosia, F. M., 1966. Consumer Decision Processes. Prentice-Hall, Englewood Cliffs, New Jersey.) postulates into probability hypotheses. Nicosia's deterministic model is obtained in the mean evolutions and...