Volumetric modeling ; a new type of agent-based model for forecasting sales volume of a new product (packaged goods, food & drugs)

Current methods for forecasting sales of new products are in urgent need of a makeover due to the rapidly changing field of data processing and information technology in general. As an alternative to the usual five-point purchase intent model, this book proposes a new approach based on the modulation of purchase probability over time depending on the different sales initiatives taken. Here, we explain the reasons behind severe criticism of existing methods, whilst developing the theoretical basis of an alternative approach.