Why is understanding replacement purchases of consumer durables so important? It is the sales of replacement units that will ensure their long-term success. Replacement sales account for more than 75% of total sales for many durables (Islam and Meade 2000). Thus, the accurate modeling of...

Sales in consumer durable goods categories are dominated by repeat purchases. Managers are particularly interested to know: Which consumers can be encouraged to make earlier repeat purchases? When are they likely to purchase? What factors drive their purchases? We, the authors, make three...

Almost all results on competitive product positioning derived in the literature so far are based on the hypothesis that static Nash equilibria of profit-maximizing competitors are accurate predictors of final market configurations. If the positioning behavior of firms differs from this...

The methodological discussion on the calibration of aggregate marketing response models has shifted away from how to obtain usable input for optimization to how to avoid biases in statistical estimation. The goal of this article is to remind researchers that such calibration is performed either...

Although companies that sell products such as automobiles can easily track down their clients, companies that produce consumer goods usually lose direct contact with their customers at the retailer’s cash register. This anonymity results in the obligation to communicate any product failure...

1: Einführung -- Technologie-und Innovationsmanagement -- Dimensionen der Innovation -- Bedeutung von Innovationen für die Wettbewerbsfähigkeit -- Management des Wissens als Hauptaufgabe des Technologie-und Innovationsmanagements -- 2: Strategisches Management von Innovationen --...