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ATAR Model for New Product Development

The document discusses the ATAR sales forecasting model for new product development. The ATAR model is a multiplicative model based on diffusion of innovation theory that is useful for forecasting sales in all stages of NPD and for screening new product ideas. The model considers awareness, trial rates, availability, and repeat purchase rates to forecast sales.

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John Joseph Nolasco
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114 views2 pages

ATAR Model for New Product Development

The document discusses the ATAR sales forecasting model for new product development. The ATAR model is a multiplicative model based on diffusion of innovation theory that is useful for forecasting sales in all stages of NPD and for screening new product ideas. The model considers awareness, trial rates, availability, and repeat purchase rates to forecast sales.

Uploaded by

John Joseph Nolasco
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd

ATAR MODEL: NPD

SALES FORECASTING
AWARNESS * TRIAL*
AVAILABILITY * REPEAT
MULTIPLICATIVE MODEL BASED
ON DIFFUSION OF INNOVATION
THEORY
USEFUL IN ALL STAGES OF NPD
USEFUL IN SCREENING
PROCESS

ATAR MODEL (cont.)


AWARENESS % OF TARGET
MARKET AWARE OF PRODUCT
TRIAL - % OF THOSE AWARE
WILLING TO TRY PRODUCT
AVAILABILITY MEASURE OF
DISTRIBUTION INTENSITY
REPEAT PERCENT OF REPEAT
BUYERS

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