Skip to main content
SpringerLink
Log in

A Marketing Model for Sales to Consumers

  • General Paper
  • Published:
Journal of the Operational Research Society

Abstract

A generalized model, which has been found to be of practical value, is developed to represent the process of selling to consumers by retailers. The concepts of consumers' preferences and products' attributes and availabilities are formalized, quantified probabilistically and related to provide expressions for the time-dependent sales of all competing brands.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

Author information

Authors and Affiliations

  1. University of Pennsylvania,

    James R. Emshoff

  2. University of Lancaster,

    Alan Mercer

Authors
  1. James R. Emshoff
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Alan Mercer
    View author publications

    You can also search for this author in PubMed Google Scholar

Additional information

†The research was carried out at the University of Lancaster.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Emshoff, J., Mercer, A. A Marketing Model for Sales to Consumers. J Oper Res Soc 18, 257–265 (1967). https://doi.org/10.1057/jors.1967.42

Download citation

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1057/jors.1967.42

Search

Navigation