The importance of adaptive and exponentially smoothed forecasting has led to the development of several schemes using the tracking signal or the smoothed autocorrelation function for changing the value of the smoothing coefficient. An alternative scheme, using evolutionary spectra is proposed....

This paper develops a model and an associated estimation procedure to forecast and control the rate of sales for a new product. A repeat-purchase diffusion model is developed, incorporating the effect of marketing variables---detailing force effects in particular---as well as a word-of-mouth...

This paper describes a study of Navy recruiter productivity at the individual recruiter level. Timeseries of monthly contract production by each of 345 recruiters who served for six months or more during the period May 1977--December 1978 formed the basis of the study. A wide variation in job...

This paper is based on a series of studies undertaken for “V-8” Cocktail Vegetable Juice over a five-year period. The studies were a consequence of management questions regarding the effectiveness of a new advertising campaign, the best media mix for this campaign and the apparent...

A method for obtaining early forecasts for the sales of new durable products based on Hierarchical Bayes procedures is presented. The Bass model is implemented within this framework by using a nonlinear regression approach. The linear regression model has been shown to have numerous...

Dodson (Dodson, J. 1989. Commentary on “Conducting advertising experiments in the real world: The Campbell Soup Company experience”. 72–73.) and McNiven (McNiven, M. A. 1989. Commentary on “Advertising experiments at the Campbell Soup Company”. 74–75.) have raised several interesting...

No abstract available.

In the mid 1970's, 19 controlled experiments in the marketplace were conducted by the Campbell Soup Company to evaluate the sales impact of advertising changes for various well established packaged food brands. Changes evaluated included: budget levels, seasonality, media type and mix, creative...

An early dismissal policy for unproductive recruiters is proposed. The policy is based on a bivariate stochastic model for productivity; this model considers both incidence of reporting a positive quantity of sales and the quantity per report. All recruiters are observed for a probational period;...

We consider a group of frequently purchased consumer brands which are partial substitutes and examine two situations; the first where the group of brands is managed by a retailer, and second where the brands compete in an oligopoly. We assume that demand is a function of actual prices and...