摘要:

The article presents theoretical and empirical research findings which incorporate price and replacement purchases in new product diffusion models. On the theoretical side, this paper characterizes, qualitatively, optimum pricing policies for new products. Possible entry of rivals is not considered, but repeat sales, cost learning dynamics and discounting of future profit streams are allowed. Theoretical research findings suggest that the inclusion of repeat purchases in the diffusion model significantly changes the derived optimal pricing policy even if replacements were not price dependent. On the empirical side, alternative first purchase and repeat purchase models have been estimated and compared using nonlinear procedures. The diffusion data analyzed is related to nine consumer durables. Empirical research findings suggest that, for the considered product categories, diffusion is basically an imitative process, price can affect first and replacement purchases, and unit production cost is a decreasing function of cumulative first purchases. Managerial implications of the research findings are also discussed.

ISSN:0011-7315    

DOI:10.1111/j.1540-5915.1995.tb01435.x

出版商:Blackwell Publishing Ltd    

年代:1995

数据来源: WILEY

摘要:

Despite advances in decision analysis and decision support systems, few formulaic procedures exist for undertaking problem formulation, particularly in group settings. This leaves managers with little procedural support for the important task of carefully structuring problems. In a laboratory experiment of 29 intact student teams, we contrasted two problem formulation methodologies: a structured argument approach (based on application of formal reasoning) and a group process approach (based on private idea generation prior to public sharing and evaluation of ideas). The structured argument approach took more time to use and failed to bring about more information search and equivocality reduction in group discussions. On the positive side, however, the structured argument approach led to a greater combination of both coverage of critical issues and consensus on those issues. Use of the structured argument approach also resulted in higher satisfaction with the problem definition and commitment to implementing results of the group meeting. Overall, the results reveal cost/benefit tradeoffs associated with developing argumentation‐based procedures for problem formulatio

ISSN:0011-7315    

DOI:10.1111/j.1540-5915.1995.tb01436.x

出版商:Blackwell Publishing Ltd    

年代:1995

数据来源: WILEY

摘要:

A large number of techniques for solving the cell formation problem has emerged in recent years. However, little effort has been spent on determining the procedures' relative performance. This paper identifies four problem areas for which important decisions must be made in connection with a comparative study: asymmetry among procedures with respect to input data, sensitivity to input data, ability of cell formation techniques to generate different solutions, and criteria for acceptable cell performance. Relying on a new taxonomy that categorizes cell formation techniques based on required input data, and a new approach to describing and manipulating shop data, this paper illustrates how choices within the four areas above can be resolved within the context of a comparative study. The experiments uncover fundamental relations between cell formation techniques, the types of input data they use, the characteristics of the data that drive the models, and the resulting performance.

ISSN:0011-7315    

DOI:10.1111/j.1540-5915.1995.tb01437.x

出版商:Blackwell Publishing Ltd    

年代:1995

数据来源: WILEY

摘要:

Decision Support Systems (DSS) are widely used in logistics decision applications, and a large number and variety of systems are commercially available. We investigate the contributions of user characteristics including experiences, data preferences, intuition, and effort to decision performance in a logistics DSS context. The study includes a laboratory experiment in which decision makers with varied experiences used a DSS to make facility network design decisions for problems of varying complexity. Two variants of the DSS are utilized in order to examine the interactions of a DSS decision aid with user characteristics.We find that intuition and effort are associated with decision‐making performance. High analytic ability is not related to intuition, however. Education and previous experience are associated with performance. Yet these characteristics are also unrelated to intuition. Decision makers who highly value disaggregated data provided by the DSS tend to perform poorly. Also, the results suggest that the effects of users' experiences and preferences on performance are influenced by an analytical decision ai

ISSN:0011-7315    

DOI:10.1111/j.1540-5915.1995.tb01438.x

出版商:Blackwell Publishing Ltd    

年代:1995

数据来源: WILEY

摘要:

This paper proposes a simple analytical model of advertising competition in oligopoly markets. The widely used log‐log sales response function underlies the model specification. Advertising carryover effects are assumed to persist for one period following the period in which the expenditure occurs. Firms are assumed to be engaged in a repeated competitive game in which in every period advertising levels are set such that they maximize current and next period (i.e., two‐period) profits. A Nash equilibrium solution is sought for the game. Compared with previous empirical studies of advertising competition in a game theoretic framework, the proposed model offers the following advantages: (1) oligopoly, not duopoly, markets are analyzed; (2) industry sales is allowed to vary over time as a function of advertising expenditures; (3) non‐zero discount rates are used for the players. An empirical application is provided using data from the beer market on sales and advertising expenditures of Anheuser‐Busch and Miller Brewing. Comparisons are provided with policies that ignore the dependence of next period profits on current advertising levels, reaction function strategies and spending levels obtained from a market share game. Extension of the model formulation to multiple marketing instruments is briefly di

ISSN:0011-7315    

DOI:10.1111/j.1540-5915.1995.tb01439.x

出版商:Blackwell Publishing Ltd    

年代:1995

数据来源: WILEY