In a situation where several hundred new music albums are released each month, producing sales forecasts in a reliable and consistent manner is a rather difficult and cumbersome task. The purpose of this study is to obtain sales forecasts for a new album before it is introduced. We develop a...

Line extensions have been a basis for strategic growth for many firms during the past decade. The viability of line extensions largely depends on how consumers perceive the new features of the extensions. This study examined how consumers differ in their evaluations of original products and line...

Consumer heterogeneity is fundamental to the marketing con­cept, providing the basis for market segmentation, targeting and positioning, as well as micro-marketing. Substantial effort has already been devoted to incorporate heterogeneity in brand choice models. However, most of the research in...

Consumer heterogeneity is fundamental to the marketing concept, providing the basis for market segmentation, targeting and positioning, as well as micro-marketing. Substantial effort has already been devoted to incorporate heterogeneity in brand choice models. However, most of the research in...

This research investigates the impact of a large-scale assortment reduction on customer retention, utilizing a model we develop to explore the effect on sales at both the store level and the category level simultaneously. We apply our model to a data set provided by an online grocer. The data...

Dale Carnegie once said that the sound of one’s name is the sweetest for any person. Much internet personalization acts on this mantra by trying to create an online environment where customers are greeted by name and are recommended products based on their preferences. However, no clear...