Winning companies must renew themselves by growing beyond present markets and products. Each growth path has its own risk/return profile that needs careful management. By reference to companies such as Pitney-Bowes, 3M, Proctor and Gamble, and Campbell Soup, George Day sets out five key success...

This paper presents a normative model of promotional decision making and reviews current literature in the model context. The model emphasizes the long-run impact of promotions and draws upon stochastic buyer-behavior model technology. In particular, a stochastic model is used to predict the...

Farris, Parry and Ailawadi (1992; hereafter denoted FPA) demonstrate that bias can arise in a regression involving a composite dependent variable where a subset of components of the dependent variable are used as explanatory factors. They correctly observe that the Jacobson and Aaker (1985; hereafter...

A model of information search is proposed which assumes that a consumer chooses the next piece of information so as to maximize his expected value of sample information. The cost of processing, the perceived correlation between attributes, and the perceived importance of attributes would all...

This paper presents a description and an empirical evaluation of a new stochastic model of brand choice, the new-trier model, developed to model the purchasing process following the first purchase of an unfamiliar (to the purchaser) brand. Empirical analysis and model refinement yields several...

Who will prosper in today's environment of rapid and unpredictable change? Some would say that newcomers will have an advantage because they have no history to overcome or earnings to protect. There are many examples of upstarts who have used a superior market orientation to gain significant...