Purpose – The purpose of this paper is to improve the capability of managers to forecast revenues and develop marketing plans for B2B component products. Design/methodology/approach – The methodology used is a dynamic market simulation at the product level. A previously developed consumer...

Regulated industries such as the telephone industry are generally less competitive than those in the manufacturing sector, due to restricted entry and uniform rate setting. Recently, peripheral competition with AT & T has emerged in areas such as microwave transmission. Telephone companies...