Resources Library by ANA

New product sales forecasting recent bases model experiences in Europe and in the United States

This paper shows that a standardised concept/in-home use test, if properly designed, executed and interpreted, can provide a very accurate data base for forecasting new product sales volume and its sales components. To reduce the risk of introducing...

Catalogue: ESOMAR Congress 1982: Fitting Research To Turbulent Times

Authors: Lynn Y.S. Lin, Alain Pioche, Patrick G. M. Standen

Company: Burke, Inc.

June 15, 1982

Contextual actions speak louder than words

Context is everything! The impact of context on human behaviour has been widely demonstrated in numerous experiments, both academic and marketing related. People don’t always do what they say because they generally don’t have a clue what...

Catalogue: Congress 2015: Revelations

Authors: Jasper Scheir, Sjoerd Koornstra

Company:

October 1, 2015

Measuring editorial needs

In November 1978 a new tabloid newspaper was launched in the Midlands and Northern areas of England. It was positioned directly against existing popular newspapers. Marplan, on behalf of The Sun, monitored its launch in order to predict its sales...

Catalogue: Seminar 1979: Publishing And The Communications Industry

Author: John Clemens

Company: Marplan Forschungsgesellschaft mbH

November 1, 1979

Forecasting the sales impact of new product improvement

This paper summaries the authors' experience in estimating the sales impact of product quality improvements, made to new products. The paper describes the manner in which a particular forecasting technique takes account of product evaluation in its...

Catalogue: Seminar 1987: Micro And Macro Market Modelling

Authors: Lynn Y.S. Lin, Stephen Factor

Company: Burke, Inc.

October 26, 1987

Predicting the sales potential of new products

This paper reviews the applicability of the main current market research methods which attempt to predict the sales potential of a new product mix in the field of fast-moving consumer goods. The high costs and risks of new product development have...

Catalogue: ESOMAR Monograph Series Vol.1: New Product Development

Authors: Simon Godfrey, Jon Wilkinson

June 15, 1990

Automobile dealer distribution model

This paper develops an automobile dealer distribution model taking into consideration the unbalance in economic base and comprehensive strength among the 266 regional major cities in China.Using the different automobile-consumption policy orientation...

Catalogue: Asia Pacific 2004

Authors: Mingzhu Qi, Lin Lei

Company: KANTAR TNS Malaysia

March 28, 2004

Market research as an aid for premium buying policy

In modern marketing (free) gift campaigns are frequently applied. At the end of 1968 and in the beginning of 1969 a free gift campaign was carried on in The Netherlands for BRIO margarine. This campaign was packaging, sending to the effect that the...

Catalogue: ESOMAR Congress 1970: The Practical Application of Market Research

Authors: P. J. Dobbenberg, Ger C. Schild

Company: NIPO

September 1, 1970

Analysis of sales of price promoted consumer goods using scanner data

In this paper the following problem is tackled: Assumed, a pattern of individual item sales and corresponding prices by week is known for a certain period of the past. What sales can be expected if planned price strategies including price cuts are...

Catalogue: EMAC/ESOMAR Symposium 1984: Methodological Advanced In Marketing Research In Theory And Practice

Authors: Martin Both, Wolfgang Gaul

June 15, 1984

Is there life after death?

When a company is developing several important new compounds and one is facing challenges in formulation development, it is important to establish whether the potential for the product with an alternative formulation would be viable in sales terms....

Catalogue: EphMRA/ESOMAR Conference 1997: Sharpening Tools For The Future

Authors: Alan J. Bowditch, Lorna Tuersley

June 15, 1997