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Temporal Differences in the Role of Marketing Communication in New Product Categories
The authors investigate the changing role of marketing communication over the life cycle of a new product category. They postulate two effects of marketing communication on consumers' choices: an "indirect effect" through reduction of uncertainty about product quality and a "direct effect" (i.e., more is better).
The authors expect that the indirect effect is relatively larger in the early, postlaunch stages. They develop a structural model of demand that allows for such temporal differences in the roles of marketing communication. They use a random coefficients discrete choice model with a Bayesian learning process to model physician learning about new drugs and market-level data for the prescription antihistamines category.
They find that marketing communication has a primarily indirect effect 6-14 months after introduction but that the direct effect subsequently dominates. The results suggest that firms should follow a pattern of heavier communication at the introduction phase followed by lower levels.
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| JM4205 | PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | Chicago: American Marketing Association 2005 |
|---|---|
| Edisi | Vol. 42, No. 3 (Aug., 2005), pp. 278-290 |
| Subjek | Marketing strategy Marketing communication Foreign market entry Product Introduction Phases Product Lifecycle |
| ISBN/ISSN | 0022-2437 |
| Klasifikasi | NONE |
| Deskripsi Fisik | 13 p. |
| Info Detail Spesifik | Journal of Marketing |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas |