Resources Library by ANA

Should we trust the oracle?

In the work discussed in this paper, a Delphi forecast that had been made in 1969 was examined in detail. Contributors to this study were re-contacted and asked to review their predictions in the light of their experience in the intervening years...

Catalogue: Seminar 1977: Foresight Or Hindsight?

Author: David J. Kreling

March 1, 1977

The dangerous quest for certainty in market forecasting

This paper shows how a large pharmaceutical firm developed a series of market forecasts in probabilistic terms, explicitly incorporating the principal uncertainties affecting the future sales of new pharmaceutical products. Such probabilistic...

Catalogue: Seminar 1977: Foresight Or Hindsight?

Authors: Michael M. Menke, Jacques P. Pezier

March 1, 1977

Quantitative research on four new packs for Schweppes Shandy

Schweppes intend to relaunch their Shandy with a new pack, name, brand image, etc. in an effort to produce a product that can compete directly with Top Deck and Shandy Bass (current brand leaders). The specific objectives of the research therefore...

Catalogue: CRAM/Peter Cooper Archive Collection

Author: CRAM/Peter Cooper Archive

March 1, 1977

Can you forecast the effectiveness of a promotional campaign?

I would like to spend a few minutes looking at what is meant by predicting the effectiveness of a promotional campaign. Second I would like to talk about some of the efforts that have been made in the field, and related areas, passing a few comments....

Catalogue: Seminar 1977: Foresight Or Hindsight?

Author: Philip J. Brown

March 1, 1977

Patient influence on prescribing

This paper sets out to examine whether a better understanding of the problems and actual behaviour of patients could be used to improve the pharmaceutical industry's communications with the doctor. The results of recent group discussions carried out...

Catalogue: Seminar 1977: Foresight Or Hindsight?

Authors: P. Hohenberg, I. Burgess

March 1, 1977

Marketing information system as a form of integration of industry and distribution in planned socialistic economy

In the paper there is presented the theoretical concept of a Marketing Information System integrating the activity of industry and distribution, that can work in a planned socialistic economy. The concept includes the methodological principles as...

Catalogue: Seminar 1977: Marketing Management Information Systems

Author: M. Jerczynska

February 2, 1977

BASIS

The mnemonic BASIS stands for Bottlers’ Accounting and Sales Information System. It is a computer software package designed and supported by The COCA-COLA Company and its purpose is to enable franchised bottlers of Coca-Cola to economically use...

Catalogue: Seminar 1977: Marketing Management Information Systems

Author: H. W. Stahel

Company: The Coca-Cola Company

February 2, 1977

Qualitative research on Crowbar packs and concepts

Rowntree Mackintosh has developed a new children's chewy bar - CROWBAR. The objectives of this research were to examine: 1. Responses to the pack designs in terms of their visual appeal and general product communication; 2. Attitudes to the two...

Catalogue: CRAM/Peter Cooper Archive Collection

Author: CRAM/Peter Cooper Archive

February 1, 1977

Qualitative research on Smartie economy packs

Smarties are going through a poor sales period. Theposition of Smarties in the grocery trade, relative tothe total size of the brand is not representative ofa major confectionery brand. The main distribution is a film wrapped multipack of four tubes...

Catalogue: CRAM/Peter Cooper Archive Collection

Author: CRAM/Peter Cooper Archive

February 1, 1977