Market Response Models: Econometric and Time Series Analysis (International Series in Quantitative Marketing, 12)

Hanssens, Dominique M.; Parsons, Leonard J.; Schultz, Randall L.

ISBN 10: 0792378261 / ISBN 13: 9780792378266

Published by Springer, 2001

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Bibliographic Details

• Title: Market Response Models: Econometric and Time Series Analysis (International Series in Quantitative Marketing, 12)
• Publisher: Springer
• Publication Date: 2001
• Language: English
• ISBN 10: 0792378261
• ISBN 13: 9780792378266
• Binding: Hardcover
• Edition: 2nd Edition
• Condition: New

About this title

Synopsis

From 1976 to the beginning of the millennium―covering the quarter-century life span of this book and its predecessor―something remarkable has happened to market response research: it has become practice. Academics who teach in professional fields, like we do, dream of such things. Imagine the satisfaction of knowing that your work has been incorporated into the decision-making routine of brand managers, that category management relies on techniques you developed, that marketing management believes in something you struggled to establish in their minds. It’s not just us that we are talking about. This pride must be shared by all of the researchers who pioneered the simple concept that the determinants of sales could be found if someone just looked for them. Of course, economists had always studied demand. But the project of extending demand analysis would fall to marketing researchers, now called marketing scientists for good reason, who saw that in reality the marketing mix was more than price; it was advertising, sales force effort, distribution, promotion, and every other decision variable that potentially affected sales. The bibliography of this book supports the notion that the academic research in marketing led the way. The journey was difficult, sometimes halting, but ultimately market response research advanced and then insinuated itself into the fabric of modern management.

Synopsis

As in the first edition, "Market Response Models": integrates technical material with discussions of its relevance to management; provides continuity to a decades-long research stream; illustrates how marketing generalizations are the basis of marketing theory and knowledge; shows how research can be applied to marketing planning and forecasting; and presents original research in marketing. This second edition of "Market Response Models": places much more emphasis on the basic building blocks of market response modelling - markets, data, and sales drivers, through a separate chapter; splits the design of response models into separate chapters on static and dynamic models; discusses techniques and findings spawned by the marketing information revolution such as scanner data; emphasizes new insights available on marketing sales drivers, especially improved understanding of sales promotion; demonstrates methodological developments to assess long-term impacts, where present, of current marketing efforts; includes a new chapter on sales forecasting; adds mini-case histories in the form of boxed inserts entitled "Industry Perspectives", which are primarily written by business executives.