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Fusion for ProfitHow Marketing and Finance Can Work Together to Create Value$
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Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Sharan Jagpal and Shireen Jagpal

Print publication date: 2008

Print ISBN-13: 9780195371055

Published to Oxford Scholarship Online: September 2008

DOI: 10.1093/acprof:oso/9780195371055.001.0001

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Choosing Strategies for New Products Using Primary Data

Choosing Strategies for New Products Using Primary Data

Chapter:
(p.124) 8 Choosing Strategies for New Products Using Primary Data
Source:
Fusion for Profit
Author(s):

Sharan Jagpal (Contributor Webpage)

Publisher:
Oxford University Press
DOI:10.1093/acprof:oso/9780195371055.003.0008

This chapter shows how the firm can choose new product designs and pricing strategies when primary data (i.e., intentions studies, conjoint experiments, auctions, simulated test markets, and test markets) are available. It shows how the firm can use the MCT methodology to quantify the effects of competitive reaction and measure cannibalization and market-growth effects when it introduces new products into the market. In particular, it shows how the firm can filter out response error in the data from conjoint and intentions studies to obtain unbiased demand and market share estimates for new products.

Keywords:   auctions, choice models, competition-based pricing, conjoint analysis, intentions studies, law of one price, multiproduct firm, new product design, simulated test markets, STMs, test markets

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