The drive to satisfy customers in narrowly defined market segments has led firms to offer wider arrays of products and services. Delivering products and services with the appropriate mix of features for these highly fragmented market segments requires understanding the value that customers place...

It has been shown in the behavioral decision making, marketing research, and psychometric literature that the structure underlying preferences can change during the administration of repeated measurements (e.g., conjoint analysis) and data collection because of effects from learning, fatigue,...

Consideration sets have been the recent focus of a large volume of research in marketing. The primary orientation of this stream of research has been toward consideration set composition, measurement, and the theoretical formation process itself. This paper proposes a new multidimensional...

This paper presents a new multidimensional scaling (MDS) methodology which operationalizes the Krumhansl (1978) distance-density model for the analysis of asymmetric proximity data. In Krumhansl's conceptualization, the symmetric Euclidean interbrand distances typically associated with the...

To be used effectively, market knowledge and information must be structured and represented in ways that are parsimonious and conducive to efficient managerial decision making. This manuscript proposes a new latent structure spatial model for the representation of market information that meets...

The PIMS (Profit Impact of Marketing Strategies) data entail sparse time-series observations for a large number of strategic business units (SBUs), In order to estimate disaggregate marketing mix elasticities of demand, a natural solution is to pool different SBUs. The traditional, a priori...

This paper presents a new friction model for describing the price changes of a product or brand over time and for forecasting both the timing and magnitude of such changes from one period to the next. After a review of the related pricing literature, we present our model and a modified...

Three-Way Multivariate Conjoint Analysis is developed as an extension of traditional metric conjoint analysis allowing one to examine several dependent variables simultaneously, as well as individual differences in response. Four nested models are developed to examine the effects of the...

We introduce an integrative tool, called a strategy map, for describing the nature of a given competitive environment. The approach can also suggest specific courses of actions for competing businesses in those environments. The strength of the method is its ability to capture and communicate...

A common objective of social science and business research is the modeling of the relationship between demographic/psychographic characteristics of individuals and the likelihood of certain behaviors for these same individuals. Frequently, data on actual behavior are unavailable; rather, one has...