Building Models for Marketing Decisions

With advances in information technology and expertise in modeling, IRI introduced model-based services in the US that explain and predict essential parts of the marketplace. ACNielsen followed, and marketing researchers have been developing increasingly valid, useful and relevant models of marketplace behavior ever since. Models that provide information about the sensitivity of market behavior to marketing activities such as advertising, pricing, promotions and distribution are now routinely used by managers for the identification of changes in marketing programs that can improve brand performances. Building Models for Marketing Decisions, Second Edition describes up-dated marketing models that managers can use as an aid in decision making.

Preface. Part One: Introduction to marketing models. 1. Introduction. 2. Classifying marketing models according to degree of explicitness. 3. Benefits from using marketing models. 4. A typology of marketing models. Part Two: Specification. 5. Elements of model building. 6. Marketing dynamics. 7. Implementation criteria with respect to model structure. 8. Specifying models according to intended use. 9. Specifying models according to level of demand. 10. Specifying models according to amount of behavioral detail. 11. Modeling competition. 12. Stochastic consumer behavior models. 13. Multiproduct models. 14. Model specification issues. Part Three: Parameterization and validation. 15. Organizing Data. 16. Estimation and testing. 17. Special topics in model specification and estimation. 18. Validation. Part Four: Use/Implementation. 19. Determinants of model implementation. 20. Cost-Benefit considerations in model building and use. 21. Models for marketing decisions in the future. Bibliography. Author's Index. Subject Index.