The authors put forward a sales response model to explain the differences in immediate and dynamic effects of … promotional prices and regular prices on sales. The model consists of a vector autoregression rewritten in error-correction format … sales of 100 different brands in 25 product categories. We find many significant moderating effects on the elasticity of …

Sales models are mainly used to analyze markets with a fairly small number of items, obtained after aggregating to the … make commonly used sales models difficult to use as they would contain too many parameters. In this paper we propose a new … parameters. This is achieved by writing the sales model as a Hierarchical Bayes model. In this way we relate the marketing …

sales level of that item. This relation between shelf space and sales has been widely documented in the literature. However …, besides the amount of space, the exact location of the SKU on the shelf is also an important moderator of sales. At the same … is twofold. First of all, we aim to gain insight into the dependencies of SKU sales and SKU marketing effectiveness on …

performance and, (4) both higher technology performance and a higher deviation affect sales positively, also when one controls for …

It has been twenty-five years since the publication of a comprehensive review of the full spectrum of sales … authors revise the classification scheme for sales performance determinants devised by Walker, Churchill, and Ford (1977) and … estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales …

) and specific skills and capabilities (social competence and thinking styles) allows salespeople to reach their sales goals …, high GMA leads to highest sales performance; if combined with low social competence, high GMA leads to lowest sales … the most potential for attaining high levels of sales performance when combined with specific skills; when lacking these …