A critical issue in many marketing research studies is the creation of experimental clusters for the purpose of testing new products, advertising campaigns and other marketing decisions prior to widespread introduction in the marketplace. These experimental clusters are often called "test...

This paper reports the results of the ADVISOR 2 study, aimed at providing an understanding of and guidance for marketing mix decisions for industrial products. The study involved 22 companies and 131 products. Although cross-sectional in nature, justification is presented for using the...

A stochastic consumer behavior model is constructed transforming Nicosia's (Nicosia, F. M., 1966. Consumer Decision Processes. Prentice-Hall, Englewood Cliffs, New Jersey.) postulates into probability hypotheses. Nicosia's deterministic model is obtained in the mean evolutions and...

A model which separates the various effects of an advertising experiment on a family's consumption behavior is estimated using consumer panel data. It is determined that there were significant transitory or short-run effects of the advertising, while permanent influences and price-advertising...

This article presents a model for the allocation of an advertising budget to geographic market segments, or territories, when the sales response to advertising in each segment is characterized by a probability distribution. It is shown that allocation decisions that are based on the expected...

Business policy questions frequently involve competitive encounters among several different firms. Oligopoly theory in economics was devised to answer similar questions, but its results so far are largely confined to cases of monopoly (one firm), duopoly (two firms), and many firms (wheat...

The purpose of this paper is to derive a model of advertising effects on the firm's sales. A micromodel is postulated and aggregated across individuals and over time to produce a macromodel of the aggregate sales-advertising relationship for a single product. The micromodel postulated is very...

This innovative book considers the cost of cognitive overload and psychological distress on human sustainability, and suggests ways to prevent employees from becoming a psychologically depleted workforce. Employee attentional processing capacity is maxed out, and psychological distress is at an...

Purpose This article engages the concept of tests–here understood as social tests of collaborative abilities in the interdisciplinary teamwork–to examine how they are central to an applied anthropologist's positioning and influence within an organization. Design/methodology/approach...