| Abstract: | ![]()
A new approach is proposed to evaluate new-product opportunities. This approach uses the distribution of brand-purchase probability of the new product over a population of potential customers and the outputs from conjoint analysis. The heterogeneous distribution of brand-purchase probability is expressed by a beta binomial brand-choice model compounded with a negative binomial product-class purchase-incidence model. The resulting model provides a way to predict trial and repeat-purchase patterns of new-product concepts. The paper discusses the development of the model. It also discusses issues of measurement, estimation, testing, and implementation of the proposed approach based on actual empirical data. |
