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An exploratory modeling of the decision process of new product selection by supermarket buyers

Author

Listed:
  • Edward W. McLaughlin

    (Assistant Professor of Food Marketing, Department of Agricultural Economics, Cornell University, Ithaca, New York)

  • Vithala R. Rao

    (Professor of Marketing and Quantitative Methods, Johnson Graduate School of Management, Cornell University, Ithaca, New York)

Abstract

Using data collected from a major supermarket chain, a regression mode! is estimated to describe buyers' judgments of the profitability of new products. Results indicate how different variables influence these judgments. Implications of new product introductions for private firm strategies and systemwide performance are discussed.

Suggested Citation

  • Edward W. McLaughlin & Vithala R. Rao, 1988. "An exploratory modeling of the decision process of new product selection by supermarket buyers," Agribusiness, John Wiley & Sons, Ltd., vol. 4(2), pages 177-185.
    • Handle: RePEc:wly:agribz:v:4:y:1988:i:2:p:177-185
    DOI: 10.1002/1520-6297(198803)4:2<177::AID-AGR2720040207>3.0.CO;2-L
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    References listed on IDEAS

    as
    1. John M. Connor, 1981. "Food Product Proliferation: A Market Structure Analysis," American Journal of Agricultural Economics, Agricultural and Applied Economics Association, vol. 63(4), pages 607-617.
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    Cited by:

    1. Montgomery, D. & Swinnen, G. & Vanhoof, K., 1997. "Comparison of some AI and statistical classification methods for a marketing case," European Journal of Operational Research, Elsevier, vol. 103(2), pages 312-325, December.
    2. McLaughlin, Edward W. & Rao, Vithala R., 1988. "The Strategic Role of Supermarket Buyer Intermediaries in New Product Selection: Implications for Systemwide Efficiency," Working Papers 115905, Regional Research Project NE-165 Private Strategies, Public Policies, and Food System Performance.

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