Prelaunch sales forecasting of a new industrial product

Hi Mesak and Wm Mikhail

Omega, 1988, vol. 16, issue 1, 41-51

Abstract: This paper presents a quantitative approach that aims principally at forecasting sales of a new entrant, before the actual launching of its brand name, in a competitive market of a recently introduced industrial product. The research offers ways of operationalizing existing first purchase and repeat purchase models together with an entry market share model to actual limited historical data about the diffusion process in a case study. The approach should help a firm in taking a sound strategic decision as to whether or not to enter a new business in the field of industrial products.

Date: 1988
References: Add references at CitEc
Citations:

Downloads: (external link)
http://www.sciencedirect.com/science/article/pii/0305-0483(88)90007-2
Full text for ScienceDirect subscribers only

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:eee:jomega:v:16:y:1988:i:1:p:41-51

Ordering information: This journal article can be ordered from
http://www.elsevier.com/wps/find/supportfaq.cws_home/regional
https://shop.elsevie ... _01_ooc_1&version=01

Access Statistics for this article

Omega is currently edited by B. Lev

More articles in Omega from Elsevier
Bibliographic data for series maintained by Catherine Liu ().