Abstract Since 1971 conjoint analysis has been applied to a wide variety of problems in consumer research. This paper discusses various issues involved implementing and describes some new technical developments application areas for the methodology.

The authors update and extend their 1978 review of conjoint analysis. In addition to discussing several new developments, they consider alternative approaches for measuring preference structures in the presence a large number attributes. They also discuss other topics such as reliability, validity, choice simulators.

The authors update and extend their 1978 review of conjoint analysis. In addition to discussing several new developments, they consider alternative approaches for measuring preference structures in the presence a large number attributes. They also discuss other topics such as reliability, validity, choice simulators.

The authors develop a new survey-based method for measuring and understanding brand's equity in product category evaluating the of extension into different but related ...

A theory of salesforce compensation plans is presented where the sales a product depend not only on salesperson's effort but also uncertainty in selling environment. The firm chooses plan to maximize its profit taking into account likely levels under alternative and his or her job opportunities. salesperson (agent) an level considering both disutility from expected utility earnings plan. Agency Theory framework provides explanation for differences across firms types used such as straight...

Schmittlein and Mahajan (Schmittlein, D. C., V. Mahajan. 1982. Maximum likelihood estimation for an innovation diffusion model of new product acceptance. Marketing Sci. 1 (Winter) 57–78.) made important improvement in the Bass (Bass, F. M. 1969. A growth consumer durables. Management 15 (January) 215–227.) by appropriately aggregating continuous time over intervals represented data. However, restricting consideration to only sampling errors ignoring all other (such as effects excluded...

The authors develop a new survey-based method for measuring and understanding brand's equity in product category evaluating the of extension into different but related category. It uses customer-based definition brand as added value endowed by to perceived consumer. measures difference between an individual consumer's overall preference his or her on basis objectively measured attribute levels. To understand sources equity, approach divides attribute-based nonattribute-based components....

This paper analyzes the role played by brand loyalty in determining optimal price promotional strategies used firms a competitive setting. (Loyalty is operationalized as minimum differential needed before consumers who prefer one switch to another brand.) Our objective examine how loyalties toward competing brands influence whether or not would use promotions product category. We also differences lead variations depth and frequency with which discounts are offered across same The analysis...

This research models the dynamics of customer relationships using typical transaction data. Our proposed model permits not only capturing relationships, but also incorporating effect sequence customer-firm encounters on and subsequent buying behavior. approach to modeling relationship is structurally different from existing approaches. Specifically, we construct estimate a nonhomogeneous hidden Markov transitions among latent states effects In model, between are function time-varying...

The authors define a market segment to be group of consumers homogeneous in terms the probabilities choosing different brands product class. Because vector choice is within segments and heterogeneous across segments, each characterized by its corresponding with “large” probabilities. competitive structure determined as possibly overlapping groups segments. use brand basis for segmentation leads structuring becoming reverse sides same analysis. Using panel data, obtain matrix...

The compromise effect denotes the finding that brands gain share when they become intermediate rather than extreme option in a choice set. Despite robustness and importance of this phenomenon, modelers have neglected to incorporate formal models test whether such outperform standard value maximization model. In article, authors suggest four context-dependent can conceptually capture effect. Although are motivated by theory from economics behavioral decision research, differ with respect...

The authors propose a new approach for measuring, analyzing, and predicting brand’s equity in product market. Brand is defined as the incremental contribution ($) per year obtained by brand comparison to underlying (or service) with no brand-building efforts. driven individual customer’s choice probability his takes into account three sources of equity—brand awareness, attribute perception biases, nonattribute preference—and reveals how much each contributes equity. This done taking not only...

The agency theory approach to understanding salesforce compensation plans is modified incorporate the intratemporal nature of salesperson's effort-rate decision, i.e., decision about at any given point in time potentially depends upon sales performance up that accounting period. Under assumptions considered this paper, Holmstrom and Milgrom (1987) have shown optimal plan linear total over comparative statics results obtained here corroborate most corresponding literature; moreover, we derive...

This paper suggests a procedure which analytically ties model to predict users' predispositions purchase different “brands” in product-market together with search process identify optimal new product ideas. Brands, conceptualized as attribute bundles, are located prespecified space. The painwise preference judgments of each individual representative sample drawn from the population users analyzed using authors' LINMAP (LINear programming techniques for Multidimensional Analysis Preferences)...

The authors determine the multiple effects of retail promotions on brand loyal and switching segments consumers. Segments are determined by an iterative Bayesian procedure. variations in within-segment shares within a store related to promotional variables logit model estimated nonlinear least squares. Store share is modeled as function attractiveness, summary measure store's activity brands. Finally, category volume overall product attractiveness that includes both current lagged effects....

Using as a point of departure previous work in marketing on optimal concept selection that utilizes product attribute-based customer preference and cost models, the authors consider con...

A problem in planning the expansion of a rural primary health-care delivery system is to determine set facilities be added an existing so as maximize incremental benefit community subject cost constraint. The proposed approach involves following five steps: (1) identification facility attributes relevant patients their choice facilities, (2) modeling individual's overall preference for alternate weighted linear function these attributes, (3) transformation each consumer's model into...

In multi-attribute models in marketing, a consumer's preference for brand product class is expressed as weighted sum of the brand's attribute values. However, marketing abundant with examples where two brands may have approximately same values but enjoy very different market shares, e.g., Coke and Pepsi “sweetness,” “carbonation,” “calories” “price” quite shares; political candidates take position on relevant issues levels voter support. Defining “brand-specific effect” to be component...

ABSTRACT Consumer choice among multiattributed products is modeled as a two‐stage process in which conjunctive stage (that eliminates with one or more “totally unacceptable” attribute levels) followed by compensatory trades off remaining on multiple attributes). A self‐explicated preference measurement procedure based the model yielded slightly larger predictive validity compared to conjoint analysis.

A computer code for the transportation problem that is even more efficient than primal-dual method developed. The uses well-known (primal) MODI and developed by a benefit-cost investigation of possible strategies finding an initial solution, choosing pivot element, stepping-stone tour, etc. modified Row Minimum Start Rule, Most Negative Rule choice pivot, form Predecessor Index Method locating tours were found to perform best among examined. Efficient methods are devised relabeling involved...

In a recent paper, Hamilton Emmons has established theorems relating to the order in which pairs of jobs are be processed an optimal schedule minimize total tardiness performing n on one machine. Using these theorems, algorithm this paper determines precedence relationships among (whenever possible) and eliminates first last few sequence. The remaining then ordered by incorporating dynamic programming framework. Propositions proved considerably reduce computation involved phase....