Recent studies of innovation diffusion have investigated cross-country heterogeneity, but implicitly assumed within-country homogeneity. As such, these studies potentially overlook within-country variations in diffusion patterns, which may be even more important to marketing managers and...

Abstract - A simple mathematical model describing the diffusion of a new, infrequently purchased product is proposed. Many previous papers have reported that the differing behaviour of "innovators" and "imitators" is fundamental to the diffusion process. However, previous models have failed to...

Forecasting category or industry sales is a vital component of a company’s planning and control activities. Sales for most mature durable product categories are dominated by replacement purchases. Previous sales models which explicitly incorporate a component of sales due to replacement assume...

The Product Life Cycle (PLC) concept is a well-known marketing strategy and planning tool. The concept is based on a simple biological analogy of stages over a product's "life," which is intuitively appealing, but unfortunately has limited utility in practice. For such a prominent marketing...

This paper describes the initial establishment of a business-to-business network in a novel context – within and around a government department as it implements Purchaser-Provider relationships. A popular reform in public sector management over recent years has been the establishment of...

Despite the increasing recognition of the importance of word of mouth as an integral component of a firms’ marketing efforts, there has been little emphasis on developing suitable guidelines for entrepreneurs who wish to leverage scarce resources by pursuing more innovative marketing...

This paper empirically examines models of replacement sales for six electronic consumer durables ? TVs, VCRs, DVD players, Digital Cameras, personal and notebook computers ? using data from a large survey of 8077 German households. A new replacement model is developed that fits the empirical...

This paper develops and tests a new model for multiple-unit adoptions of durable goods based on the diffusion modeling tradition. Multiple-unit adoptions are a major component of sales for many consumer durable product categories. For instance, sales of multiple-unit adoptions for televisions...