W. Eggert and T. Hrycej (Germany)
Modelling, Estimation, Consumer Demand Behavior, SalesForecasting
Planning future sales is a complex managerial task which might be supported by a quantitative forecasting method. This paper presents a modeling framework for the identi fication of disaggregate consumer behavior based on ob served sales and product data. The model combines the methodologies of discrete choice theory and address ap proach models with empirical density estimation tech niques. The model is identified based upon real market data and results are presented.
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