The effect on sales of changes in a “push” marketing strategy in a marketing channel context |
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Authors: | Michael Levy PhD George W Jones MBA |
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Institution: | (1) Southern Methodist University, Dallas, USA;(2) Mostek Corporation, Carrollton, USA |
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Abstract: | Marketing managers must determine what level of salient marketing mix variables should be provided within a marketing channel.
This paper describes a number of previously used methods and presents a different approach which determines a customer's sales
response to different levels of promotion and distribution activities using a variant conjoint analysis approach. The results
of this sales dollar estimation procedure are compared with those derived from conventional conjoint analysis using rank order
preference data. Differences in the two analyses are examined which could lead to different strategic decisions. |
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