Four algorithms for locating an “optimal” new product in a multiattribute product space—Albers and Brockhoff's PROPOPP; Gavish, Horsky, and Srikanth's Method IV; May and Sudharshan's PRODSRCH; and GRID SEARCH—are compared in terms of the relative share of preferences the new product will...

Reply to commentaries (Dodson, J. A., J. B. Brodsky. 1987. Commentary. 202–203 and Johnson, R. M. 1987. Commentary. 204–205.) to authors' paper (Sudharshan, D., J. H. May, A. D. Shocker. 1987. A simulation comparison of methods for new product location. 182–201.).

This paper provides some empirical generalizations regarding how the relative prices of competing brands affect the cross-price effects among them. Particular focus is on the asymmetric price effect and the neighborhood price effect. The asymmetric price effect states that a price promotion by a...

This research models the dynamics of customer relationships using typical transaction data. Our proposed model permits not only capturing the dynamics of customer relationships, but also incorporating the effect of the sequence of customer-firm encounters on the dynamics of customer...

We quantify the information loss incurred by categorizing an unobserved continuous variable () into an ordered categorical scale (). The continuous variable is conceptualized as true score (Ï„) (which varies across individuals) plus random error ((epsilon)), with both components assumed to be...

A theory of salesforce compensation plans is presented where the sales of a product depend not only on the salesperson's effort but also on the uncertainty in the selling environment. The firm chooses a compensation plan to maximize its profit taking into account the salesperson's likely effort...

A firm contemplating improvements to its product attributes would be interested in the dollar value the market attaches to any potential product modification. In this paper, we derive a measure of market value such that the comparison of the measure against the incremental unit cost of the...

Factor Analysis is commonly used to reveal the structure underlying the multiple attributes that describe marketing stimuli. This paper provides a theoretical investigation and an empirical comparison of two approaches to Factor Analysis that are based on two different sources of variation in...

Schmittlein and Mahajan (Schmittlein, D. C., V. Mahajan. 1982. Maximum likelihood estimation for an innovation diffusion model of new product acceptance. (Winter) 57–78.) made an important improvement in the estimation of the Bass (Bass, F. M. 1969. A new product growth model for consumer...