RESEARCH QUESTIONS
It has been documented that spending excess SoV (above an
equilibrium SoV) is associated with SoM growth. Jones’s asymmetric
AI relationship provides a parsimonious approach to
determining a budget and potentially provides an improvement
to determining the equilibrium SoV over that of simply setting
SoV equal to SoM. The AI relationship therefore potentially provides
a useful, industry-specific, evidence-based approach for
setting maintenance advertising budgets. However, to date,
researchers have only employed the criterion of SoV D SoM to
determine equilibrium SoV and therefore have calculated excess
share of voice as ESOV D SoV ก SoM. The AI relationship
has not been used to calibrate brands’ equilibrium share-of-voice
levels. It is not known whether expenditure in line with the AI
relationship is a better criterion for determining equilibriumSoV
than using SoVD SoM, that is, whether spending in line with the
AI-indicated level does lead to market share maintenance (with
departures from this level leading to growth or decline) or
whether a maintenance level of expenditure is better indicated
by the SoV D SoM criterion. Nor is it known how stable the AI