<title>ABSTRACT</title> Australian universities generate substantial incomes from foreign students. Therefore, it is important to obtain information about these students to enable effective overseas marketing and delivery of services. This study focused on Asian students, who tend to experience difficulty...

Purpose This paper aims to extend the known boundary conditions of the negative binomial distribution (NBD) model, and to test the applicability of conditional trend analysis (CTA) – a key method to identify whether changes in overall sales are accounted for by previous non-buyers, light...