Peter S H Leeflang

(Author)

Building Models for Marketing Decisions (2000)Paperback - 2000, 29 February 2000

Building Models for Marketing Decisions (2000)
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Part of Series
International Quantitative Marketing
Part of Series
International Series in Quantitative Marketing
Print Length
645 pages
Language
English
Publisher
Springer
Date Published
29 Feb 2000
ISBN-10
079237813X
ISBN-13
9780792378136

Description

This book is about marketing models and the process of model building. Our primary focus is on models that can be used by managers to support marketing decisions. It has long been known that simple models usually outperform judgments in predicting outcomes in a wide variety of contexts. For example, models of judgments tend to provide better forecasts of the outcomes than the judgments themselves (because the model eliminates the noise in judgments). And since judgments never fully reflect the complexities of the many forces that influence outcomes, it is easy to see why models of actual outcomes should be very attractive to (marketing) decision makers. Thus, appropriately constructed models can provide insights about structural relations between marketing variables. Since models explicate the relations, both the process of model building and the model that ultimately results can improve the quality of marketing decisions. Managers often use rules of thumb for decisions. For example, a brand manager will have defined a specific set of alternative brands as the competitive set within a product category. Usually this set is based on perceived similarities in brand characteristics, advertising messages, etc. If a new marketing initiative occurs for one of the other brands, the brand manager will have a strong inclination to react. The reaction is partly based on the manager's desire to maintain some competitive parity in the mar- keting variables.

Product Details

Authors:
Peter S H LeeflangDick R WittinkMichel WedelPhilippe A Naert
Book Edition:
2000
Book Format:
Paperback
Country of Origin:
US
Date Published:
29 February 2000
Dimensions:
23.52 x 15.7 x 3.48 cm
ISBN-10:
079237813X
ISBN-13:
9780792378136
Language:
English
Location:
New York, NY
Pages:
645
Publisher:
Weight:
916.26 gm

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