1.

State the research problem for each of the management decision problems:
a. Should a new product be introduced? - To determine consumer preferences and purchase intentions for the proposed new product. - To estimate the projected demand for the new product - To assess the consumer behavior and market potential for the new product. - Determine the design features for a new product that would result in maximum market share. b. Should an advertising campaign that has run for 3 yrs. be changed? -To evaluate the effectiveness of the current ad campaign and its effects on sales. -To determine the most effective mode of communication -To measure the effectiveness in terms of location and sales territories. c. Should an in-store promotion for an existing product line be increased? -To estimate the monthly/quarterly sales of the product and assess market potential -To analyze the competitors and to assess the strength and weakness of the potential competitors. -To develop a strategy and push products to increase sales. d. What pricing strategy should be adopted for a new product? -To estimate the demand and profit of the product -To evaluate the market potential of the target segments (whom to target) -To determine the price elasticity of the demand and the impact on sales and profit e. Should the compensation package be changed to motivate the sales force better? -To evaluate the efficiency and effectiveness of the sales force. -To assess the sales force work satisfaction level -To assess the sales territories with respect to sales potential and work load. -To determine the skill sets required for the sales force

2. State the management decision problem for each of the research problems:

a. Estimate the sales and market share of the departmental stores in a metro city. -Should a chain of the departmental stores be opened in a metro city? -Should we enter a new market? -What is the performance of the departmental stores in a metro city? b. Determine the design features for a new product that would result in maximum market share. -Should a new product be developed? c. Evaluate the effectiveness of alternative TV commercials

-What promotional strategy should be adopted for an existing product? -Should the advertisement campaign be changed? d. Assess current and proposed sales territories with respect to sales potential and workload - What should be the sales (targets/growth percentage) for a particular territory? -How to achieve sales growth without adding resources? -Should a new territory be included to the existing line? -Should a new product be introduced to the existing product line? e. Determine the prices for each item in a product line so as to maximize total sales for the product line -What pricing strategy should be adopted so as to gain a competitive edge over the competitors? -What are the reasons of declining market share and poor market response?