This paper presents a model that considers the interface between marketing and production decisions in a channel of distribution of industrial goods comprised of a manufacturer and a distributor. The key issue investigated is the nature of the coordination within the channel in light of an...

In many new product development (NPD) situations, the development process is characterized by uncertainty, and no single development approach will necessarily lead to a successful product. To increase the likelihood of having at least one successful product, multiple approaches may be...

In a decision-making problem where a group will receive an uncertain payoff which must be divided among the members of the group, the ultimate payoff of interest is the vector of individual payoffs received by the members of the group. In this paper, preferences are quantified in terms of...

The primary objective of this paper is to develop a parsimonious model for forecasting the gross box-office revenues of new motion pictures based on early box office data. The paper also seeks to provide insights into the impact of distribution policies on the adoption of new products. The model...

In a viral marketing campaign, an organization develops a marketing message and encourages customers to forward this message to their contacts. Despite its increasing popularity, there are no models yet that help marketers to predict how many customers a viral marketing campaign will reach and...

When a DVD title is announced prior to actual distribution, consumers can often preorder the title and receive it as soon as it is released. Alternatively, once a title becomes available (i.e., formally released), consumers can obtain it upon purchase with minimal delay. We propose an...

In recent years, artificial intelligence research has provided new tools and techniques for marketing model builders. These tools, when combined with problem-solving knowledge from a specific domain, can be used to create expert systems. This methodology is most applicable in semistructured...

Managing the allocation of shelf space for new products is a problem of significant importance for retailers. The problem is particularly complex for exhibitors—the retailers in the motion picture supply chain—because they face dynamic challenges, given the short life cycles of movies, the...

In spite of the high financial stakes involved in marketing new motion pictures, marketing science models have not been applied to the market evaluation of motion pictures. The motion picture industry poses some unique challenges. For example, the consumer adoption process for movies is very...

This paper analyzes dynamic pricing strategies for new durable goods in a two-period context. The first period is characterized as a monopoly market structure for a new product having dynamic demand. The second period begins when a new firm enters the market, and thereby changes the market...