Fy. Phillips, BRAND SHIFTING IN HIERARCHICAL MARKETS - A NEW MODEL AND INFORMATION EQUIVALENCY, The Journal of the Operational Research Society, 45(8), 1994, pp. 901-915
Citations number
30
Categorie Soggetti
Management,"Operatione Research & Management Science","Operatione Research & Management Science
The brand shifting problem is reviewed. A new allocation of brand shif
ting volume is shown to be compatible with a posited hierarchical (nes
ted) market structure, unlike previous allocations. Like the Sanddabs
model on which it is based, the new allocation, called Sanddabs/Nest,
uses purchase tracking information but does not require brand similari
ty data. The paper shows Sanddabs/Nest is equivalent to a principle of
Kullback information. Implications for brand management are detailed.