The natural question raised by the patterns illustrated in Table 2.1 is
why they occur. For example, what factors lead to the percentage of
sales accounted for by repeat-buyers being 45% in the case of Brand A
Soap Flakes (the first line in Table 2.1), and 94% for Brand H Detergents
(the last-line-but-one)7 Do Soap Flakes generally have fewer
repeat-buyers than powdered Detergents, or is there some specific difference
between Brands A and H as such, between the two regions of
the U.K. involved (the lvlidlands and Lancashire), or between the two
lengths of analysis-period (12 weeks and 24 weeks), or is the difference
due to some marketing variable (such as heavier advertising leading
either to higher loyalty or to more brand-switching)?
It might be thought that the incidence of repeat-buying will in fact
depend on a large variety of factors, such as:
current or past marketing activities (such as advertising, consumer
promotions, distribution, pricing, etc.), the nature of the brand
and the product-field in question, the brand’s sales level or share
of the market, the brand’s penetration level, the average rate of
buying per buyer, the length of the time-period analysed, the purchasing
pattern for competitive brands, the general degree of
brand-switching in the product-class, consumer attitudes toward
the brand, usage habits, and indeed specific factors such as the
particular time and country or region to which the data refer
The natural question raised by the patterns illustrated in Table 2.1 iswhy they occur. For example, what factors lead to the percentage ofsales accounted for by repeat-buyers being 45% in the case of Brand ASoap Flakes (the first line in Table 2.1), and 94% for Brand H Detergents(the last-line-but-one)7 Do Soap Flakes generally have fewerrepeat-buyers than powdered Detergents, or is there some specific differencebetween Brands A and H as such, between the two regions ofthe U.K. involved (the lvlidlands and Lancashire), or between the twolengths of analysis-period (12 weeks and 24 weeks), or is the differencedue to some marketing variable (such as heavier advertising leadingeither to higher loyalty or to more brand-switching)?It might be thought that the incidence of repeat-buying will in factdepend on a large variety of factors, such as:current or past marketing activities (such as advertising, consumerpromotions, distribution, pricing, etc.), the nature of the brandand the product-field in question, the brand’s sales level or shareof the market, the brand’s penetration level, the average rate ofbuying per buyer, the length of the time-period analysed, the purchasingpattern for competitive brands, the general degree ofbrand-switching in the product-class, consumer attitudes towardthe brand, usage habits, and indeed specific factors such as theparticular time and country or region to which the data refer
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