This document provides a summary of the modeling process for developing and using econometric models in advertising. It begins with an overview of the importance of accountability in advertising and the benefits of using formalized models. The document then discusses the history and evolution of marketing modeling. The main body describes the traditional four steps of model building: specification, estimation, verification, and prediction. Each step is explained in detail with examples. The document concludes with a case study demonstrating the full modeling process using real marketing data.
2. Brand Communications Modeling:
Developing and Using Econometric Models in Advertising.
An Example of a Full Modeling Process
By
Esteban Ribero, B.A.
Report
Presented to the Faculty of the Graduate School
of The University of Texas at Austin
in Partial Fulfillment
of the Requirements
for the Degree of
Master of Arts
The University of Texas at Austin
December, 2005
3. Brand Communications Modeling:
Developing and Using Econometric Models in Advertising.
An Example of a Full Modeling Process
APPROVED BY
SUPERVISING COMMITTEE:
__________________________
John D. Leckenby
__________________________
Gary B. Wilcox
4. Brand Communications Modeling:
Developing and Using Econometric Models in Advertising.
An Example of a Full Modeling Process
Esteban Ribero, M.A.
The University of Texas at Austin, 2005
SUPERVISOR: John D. Leckenby
This report presents a description and a complete example of the modeling
process required to build a comprehensive market response model that would account for
the impacts of previous marketing actions on sales in order to make better and more
informed decisions that would help solve some advertising and marketing management
problems.
Real marketing and sales data of a big competitor in the skin-care market of a
Latin American country was analyzed using multivariate regression analysis of time-
series. The report presents a full description and an example of the four major steps
required to build a market response model: specification, estimation, verification and
prediction. The model developed was used then to measure the ROI of the different
marketing actions developed during the time period analyzed. A market share
decomposition analysis as well as other analysis was provided in order to quantify the
direction and power of the impact of the market share drivers. The model was also used
to simulate two slightly different scenarios as an attempt to illustrate the “what-if
process” that can be done using a market response model suggesting different marketing
and media strategies for the brand.
iv
5. Table of Contents
List of tables…………………………………………………………………………….vii
List of figures……………………...……………………………………………………viii
Brand Communications Modeling: Developing and Using Econometric Models in
Advertising. An Example of a Full Modeling Process……………………………………1
The Eras of Marketing Modeling………………………………………………….5
The Modeling Process……………………………………………………………………..7
Specification………………………………………………………………………9
The modeler’s toolbox…………………………………………………...13
Current effects functional forms…………………………………13
Lagged advertising effects……………………………………….18
Modeling with adstock………………………………………...…23
Estimation………………………………………………………………………..24
Ordinary Least Squares…………………………………………………..25
Generalized Least Squares……………………………………………….30
Nonlinear Least Squares…………………………………………………32
Maximum Likelihood…………………………………………………....33
Verification………………………………………………………………………34
Prediction………………………………………………………………………...41
Model building Summary………………………………………………………..43
An Example……………………………………………………………………………...45
Specifying the model…………………………………………………………….45
Estimating the model……………………………………………………………48
v
6. Verifying the model.……………………………………………………………52
Validating the model……………………………………………………………55
Using the model………………………………………………………………………...60
Summary………………………………………………………………………………..69
References………………………………………………………………………………70
Vita……………………………………………………………………………………..72
vi
7. List of Tables
Table 1…………………………………………………………………………………...24
Table 2…………………………………………………………………………………...39
Table 3…………………………………………………………………………………...40
Table 4…………………………………………………………………………………...49
Table 5…………………………………………………………………………………...50
Table 6…………………………………………………………………………………...51
Table 7…………………………………………………………………………………...56
Table 8…………………………………………………………………………………...58
Table 9…………………………………………………………………………………...65
vii
9. Brand Communications Modeling:
Developing and Using Econometric Models in Advertising.
An Example of a Full Modeling Process
The way advertising is planned and executed is changing. The media landscape
has been changing at an impressive rate. The development of new technologies has made
possible the emergence of new and multiple media. The fragmentation of media channels,
the decreasing audience’s size of traditional media and the empowerment of consumers
create a new set of rules for marketing and advertising mangers who want to succeed in
the increasing competitive landscape.
Within this framework to be accountable is no more a desire, it is a need. The
famous statement attributed to John Wanamaker is more relevant now than ever: “I know
half of my advertising budget is wasted. The problem is I don’t know which half”.
Finding which one is what we need now. And this is applicable not only to advertising
but to all marketing activities. Being able to fully understand the effects of the different
marketing policy instruments on sales should be a regular practice for marketing and
advertising mangers.
Fortunately with today’s improvement in data collection and statistical analysis’
techniques it is possible to address the problem in a scientific, yet subjective, manner. As
we will se, the use of mathematical models to help marketers and advertising
professionals to solve management problems is not new. However, the recent use of
econometric modeling in the advertising industry is becoming an important activity and
more and more companies are using the technique to improve their decision making
1
10. process. “Econometrics buzzes ad world as a way of measuring results” claimed a recent
article in the Wall Street Journal (Patrick, 2005). The article mentioned the recent raise
on the number of employees working on econometric models in the advertising industry.
For example, WPP’s MindShare has increase the number of people doing econometric
modeling from 20 to 150 in just 5 years. Omnicom’s OMD has its own business unit
(OMD Metrics) dedicated to built econometric models for their international and local
clients, and its staff members have increase from 6 to 45 in the past three years.
Why is it so important to use formalized models in an industry that has been
traditionally reluctant to scientific scrutiny? Well, the game has changed: The
proliferation of options to promote the sales of a brand and the pressure for accountability
is demanding more measurable results for the advertising industry. The pressure to come
up with ways to show which ads and media strategy boost sales of a product is the
driving force of this new interest in econometric modeling.
There are many benefits of using formalized models to solve complex problems
like the ones one might encounter in marketing and advertising. John Sterman, an MIT
professor dedicated to the use of formalized model to improve our ability to comprehend
and manage complex systems, discuses the advantages of using formalized models versus
mental models. Following Sterman (1992), mental models have some advantages: they
are flexible, take a wide range of information into account, can be adapted to new
situations and are updated with new information. But mental models also have great
disadvantages: they are not explicit, not easily examined by others. Their assumptions are
hard to discuss, even for our own mental models. But the most important problem with
mental models is that our rationality is bounded: The best-intentioned mental analysis of
2
11. a complex problem cannot hope to account accurately for the effects of all the
interactions between the variables, especially if those interactions are nonlinear.
In the other hand, formal models’ assumptions can be discussed openly. Formal
models are able to relate many factors simultaneously and can be simulated under
controlled conditions, allowing analysts to conduct experiments which are not feasible in
the real world.
This does not mean that formal models are correct. All models are wrong
(Sterman, 2002): they represent the reality, they are not the reality. But formalized
models can help us to understand the systems we work in and for.
Advertising and marketing managers can greatly be benefited by using models to
solve important problems. For example, the use of econometric models can help a
manger to find the optimal or near optimal advertising budget for future periods. The
analysis would allow him or her to find the adequate advertising budget for attaining a
specific sales goal or, if financial information is available, the model can incorporate
short-term and long-term criteria to maximize profit. (To see some examples, visit the
following http addresses:
http://www.ciadvertising.org/sa/spring_05/adv391k/eribero/frameset.htm
http://www.ciadvertising.org/sa/spring_05/adv391k/eribero/Solo2/frameset.htm ).
Other applications of the modeling process could help managers to answer the
following questions:
• What is the optimal mix of TV vs. Posters vs. Radio?
• What happens to sales when we obtain a wider distribution?
• What happens to sales when we do not advertise?
• How much should we spend on advertising vs. promotion?
3
12. • What is the best pattern and level of advertising for my brand?
• How effective is our pricing strategy?
• Which competitors hurt my brand and how?
• Which of my communications channels offers best value for money?
• How does advertising work and how can we prove this to the Financial Director?
• How do I spend the same budget but increase sales?
• What’s the impact of economic changes on my brand?
• What’s the best pattern and level of advertising for my brand?
• Which copy strategy/campaign worked better?
• How much sales could we make next period with X budget?
Besides these direct practical applications for budgeting, forecasting and
accountability the modelling process would improve the manager’s ability to cope with
his complex environment. Leeflang, Wittink, Wedel & Naert (2000, p. 25-27) lists 8
possible indirect benefits of using models in business. The benefits are described as
follows:
1. “A model would force him [a manger] to explicate how the market works. This explication
alone will often lead to an improved understanding of the role of advertising and how advertising
effectiveness might depend on a variety of other marketing and environmental conditions.”
2. “Models may work as problem-finding instruments. That is, problems may emerge after a
model has been developed. Managers may identify problems by discovering differences between
their perception of the environment and a model of that environment.”
3. “Models can be instrumental in improving the process by which decision-makers deal with
existing information”
4
13. 4. “Models can help managers decide what information should be collected. Thus models may
lead to improved data collection, and their use may avoid the collection and storage of large
amounts of data without apparent purpose.
5. “Models can also guide research by identifying areas in which information is lacking, and by
pointing out the kinds of experiments that can provide useful information.”
6. “[A] model helps the manager to detect a possible problem more quickly, by giving him an
early signal that something outside the model has happened”.
7. “Models provide a framework for discussion. If a relevant performance measure (such as
market share) is decreasing, the model user may be able to defend himself to point to the effects of
changes in the environment that are beyond his control, such as new product introductions by the
competition. Of course, a top manager may also employ a model to identify poor decisions by
lower-level managers.”
8. “Finally, a model may result in a beneficial reallocation of management time, which means less
time spent on programmable, structured, or routine and recurring activities, and more time on less
structured ones.”
The Eras of Marketing Modeling
As Leckenby and Wedding said (1982), “the concept of model building in
advertising can be traced back only as far as the early 1950’s”. Even though it is a
relative short history, Leeflang et al (2000) identified five eras of model building in
marketing.
The first era is characterized by the emulation or transposition of Operational
Research and Management Science into the marketing framework. The OS/MS tools that
included mathematical programming, computer simulations, game theory, and dynamic
modeling were initially developed to solve some of the strategic problems faced during
World War II. The emphasis was on quantitative method sophistication rather than on the
marketing problem per se (Leckenby & Wedding, 1982). The advertising and marketing
5
14. problem was adjusted to fit the requirements of the technical methods available, rather
than the other way around. The methods were typically not realistic, and the use of those
methods in marketing applications was therefore very limited (Leeflang et al, 2000).
The second era which ended in the late sixties early seventies was characterized
by the attempt to adapt the models to fit the marketing problems in order to overcome the
misuse of the OR approach in the advertising and marketing field. The models were
however so complex that lacked usability.
The third era that started around 1970, showed and increased emphasis on models
that were good representations of reality and at the same time easier to use. John D.C.
Little developed the concept of “Decision Calculus”. He used the term to describe models
that would process judgments and data in a manner which would assist the manager in
decision making (Leckenby and Wedding, 1982). This emphasis in helping decision
making made a major change in the direction of model building in advertising. Little
(1970) suggested possible answers to the question of why models were not used: good
models and parameterization is hard to find; managers do not understand models; and
models are incomplete. So in order to overcome such problems a model should be:
simple; robust; easy to control; adaptive; complete on important issues; and easy to
communicate with. He also said that a model should be evolutionary (Little, 1975)
meaning that a model should start with a simple structure, to which detail is added latter.
The use of judgmental data as well as objective data in the model building process helped
the raise of models implementation (Leeflang et al, 2000).
Even though the third era of modeling in marketing and advertising was focused
on implementation and usability of models it was not really until the fourth era (starting
6
15. in the mid 1980) when models were actually implemented (Leeflang et al, 2000). The
main factor that helped this implementation boom was the availability of precise
marketing data coming from scanning equipment that captured in-store and household-
level purchases. This era coincided with the proliferation of marketing support systems.
The fifth era may be characterized by an increase in routinized model
applications. It is predicted that in the coming decades the age of marketing decision
support will usher in an era of marketing decision automation (Leeflang et al, 2000;
Bucklin et al, 1998). It is expected that marketing support systems take care of routine
marketing decisions like assortment decisions and shelf space allocation, customized
product offerings, coupon targeting, loyalty reward and frequent shopper club programs,
etc. The focus of this paper is in the model building process representative of the third
and fourth era.
The Modeling Process
The model building process for any mathematical model, including response models, is
supposed to follow a sequence of steps. The traditional view assumes the following four
steps: specification, estimation, verification and prediction (Leckenby & Wedding, 1982;
Leeflang et al, 2000). Leeflang et al (2000) propose an alternative sequence more focused
on implementation (see figure 1; for a detailed explanation of the implementation view
see Leeflang et al, 2000, chapter 5). In order to keep it as simple as possible we are
focusing on the traditional view.
7
16. Figure 1. The implementation view on model building. (From Leeflang et al,
2000, p. 52)
8
17. Specification
“A model is a representation of the most important elements of a perceived
realworld system.” (Leeflang et al, 2000)
In order to better understand the model building process and especially the
specification stage is important to analyze the definition provided above. The definition
indicates that models are representations, “simplified pictures” (Leeflang et al, 2000) of
reality. Those representations may be useful for decision makers trying to understand the
reality they deal with. The definition above has an extremely important implication: since
a model is a representation of a perceived realworld it is something subjective. Different
model builder could have different perceptions and interpretations about the same reality.
Modelers could also have different opinions about which are “the most important
elements” to represent. This makes the model building process not only more interesting
but very dependent on the modeler’s “theory” of the reality he tries to represent.
That is why it is so important in the model building process to fully specify the
variables and the relationship between them. That is exactly what is done in the
specification stage.
For example, if we consider sales as the dependent variable and advertising and
the rest of the marketing policy instruments as the independent variables, specification
would be the process of deciding upon the functional form which will describe the
relationship between advertising (and the other marketing variables) and sales (Leckenby
& Wedding, 1982). In other words: “specification is the process by which the manager’s
theory of how advertising works for a particular brand or company is put into testable
form” (Leckenby & Wedding, 1982, p. 257).
9
18. Rephrasing Little’s suggestions for building good models (Little 1970), a model
should be:
a. simple;
b. complete on important issues;
c. adaptive;
d. robust.
Leeflang et al, (2000) pointed that it is easy to see that some of these criteria are in
conflict. They state that “none of the criteria should be pushed to the limit. Instead, we
can say that the more each individual criterion is satisfied, the higher the likelihood of
model acceptance” (Leeflang et al, 2000, p. 53)
While specifying a model one should then consider these elements. As a goal,
models should be as simple as possible. That is, considering the principle of parsimony,
one should choose between competing models the one that fairly represent the reality
with the simplest structure. Equally important is to consider the trade-off between
accuracy and usability. It is not uncommon to find two competing models that perform
differently in these two criteria. If accurate forecasting is more important than
understanding the effects of the independent variables then a more accurate model should
be chosen even though it might be more complex and then less easy to explain and use.
But if it is more important to understand the market dynamics and the way the marketing
variables affect sales a simpler model should be used.
Fortunately for modelers they are several functional forms to choose from while
specifying a model. The one to be selected depends on the above criteria as well as on the
10
19. underlying theory of marketing and advertising that the manager or modeler is
considering.
We first will consider the different shapes that a response function might have.
Then we will describe some of the most used response functions in advertising.
The shapes of a response function could be classified as linear, concave or s-
shape. Any other shape could be the result of a combination of one or more of these
shapes. Figure 2 shows a typical linear response. Figure 3 shows different concave
response shapes and figure 4 shows some s-shape functions.
Q
A
Figure 2. A linear shape function
11
20. Figure 3. Some concave response functions
Figure 4. Some s-shape response functions
12
21. The modeler’s toolbox
“To the craftsman with a hammer, the entire world looks like a nail, but the
availability of a screwdriver introduces a host of opportunities!”
Lilien & Rangaswamy (1998)
Because it is true that one should not modify to problems to fit the tools it is
easier for the modeler if he/she can choose from a series of predetermined functions that
he/she can then modify to fit the problem. The decision to pick one or the other depends
on the problem at hand and the data availability. For example, a linear function (the
simplest possible response function) could fit the data pretty well if the data range
correspond to a linear section of a more complex response function. (Lilien &
Rangaswamy, 1998)
The following are some of the most used response functions in advertising. Even
though a brief description of the functions is provided, for more details please refer to
Hanssens, Parsons & Schultz, 2001; Leeflang et al, 2000; or Kotler, 1971.
Current effects functional forms. The simplest response functions, Current Effects
Functions (CE), assume that the effects of the marketing variables occur in full in the
same period in which they appear. For example, advertising expenditures in April are
supposed to affect sales in April and only April. While this might not hold true for most
of the brands CE functions are useful for their simplicity and ease to explain.
The Linear response model has the following form:
S = a + bA + u
Where:
S = Sales
13
22. a = the y intercept
b = slope of the function
A = Advertising expenditures
u = disturbance term or error term
The linear response function assumes constant returns to scale. That is, sales
increase by a constant amount to equivalent constant increase in marketing effort (Figure
2). The linear model would not lead to locally different conclusions than another function
if the data are available only over a limited range. While adequate for asking “what if”
questions around the current operating range, the linear model would be misleading if
data outside the range are used like it would be the case in trying to find the optimal
advertising effort.
More realistic response models are said to have diminishing returns to scale.
These models suppose that sales always increase with increases in advertising or
marketing effort, but each additional unit of marketing effort brings less in incremental
sales than the previous unit did (Hanssens et al, 2001). The following concave downward
response functions show diminishing returns to scale:
The Semilogarithmic (Log) function:
S = a + b ln A + u
The Square-root function:
S = a+b A +u
The Quadratic function:
S = a + b1 A − b2 A 2 + u
14
23. The quadratic function has the important property that differentiates it from the
others which is that it can represent the concept of supersaturation; phenomenon that
occurs when too much marketing effort causes a negative response. The so called
“wearout” effect is an example of a case of supersaturation in advertising.
The following functions are nonlinear in the variables but linear in parameters and
can be linearizables with some algebra in order to be able to estimate them through linear
regression (see the section Estimation in this paper):
The Power function:
a) S = aA b
b) ln S = ln a + ln A
The power function is very flexible since depending on the value of the parameter
b it can take very different forms (see Leeflang et al, 2000 p. 75-76; Kotler, 1971 p. 33) It
also has the great characteristic that the coefficient b is actually the elasticity of the
demand to advertising (Hanssens, 2001, p. 101, Broadbent, 1997). Also, when more than
one independent variable are considered the power function, also known as the
multiplicative function, accounts for possible interactions between the independent
variables.
The Modified Exponential function:
a) S = S (1 − e a +bA )
⎡ S⎤
b) ln ⎢1 − ⎥ = a + bA
⎣ S⎦
Where:
S = upper bound level or saturation point
15
24. e = a mathematical constant equals to 2.71...16 …
An attractive characteristic of the modified exponential function and some of the
next functions as well, is that it supposes an upper limit or saturation point where the
market potential reaches its maximum. One special characteristic is that it implies that the
marginal sales response will be proportional to the level of untapped potential (Kotler,
1971).
All previous functional forms except the linear one are concave downward
functions (figure 3). That implies diminishing returns at all points in the response. It is
sometimes the desire of the modeler or manager to represent the intuitive concept of a
“threshold effect” in advertising. That is, the idea that small doses of advertising does not
count for much and that there is a tipping point that must be crossed in order to expect
real effects of advertising on sales. Even though there is little evidence that such a
phenomenon occurs in advertising (Kotler, 1971; Leckenby & Wedding, 1982; Hanssens
2001) it is possible to represent the concept using s-shape functions (figure 4). These
functions assume increasing marginal returns at first and then diminishing marginal
returns with respect to various alternative levels of advertising. The following are the
most common s-shape functions:
The Gompertz function
a) S = Se − e e
a bA
b) ln(ln S − ln S ) = a + bA
The Logistic function:
S
a) S =
(1 + e − ( a + bA) )
16
25. ⎡ S ⎤
b) ln ⎢ = a + bA
⎣S − S ⎥
⎦
The Lower-Bound Logistic function:
S + S LB e a + bA
a) S =
1 + e a + bA
⎡ S −S ⎤
b) ln ⎢ ⎥ = a + bA
⎣ S − S LB ⎦
Where:
S LB = Lower bound level or minimum sales when advertising is 0.
As described above, these functions are just approximations of different
“realities” and the modeler can modify them to incorporate other elements to better
address the problem at hand. For example, these functions only consider one independent
variable and do not account for special situations like seasonality or special events during
the period analyzed. The modeler can then add different variables to these functions or
use dummy variables to represent qualitative differences or changes in the data (see some
examples at Hanssens et al, 2001, p. 97-99). Figure 5 shows some of the functions
discussed above.
17
26. Figure 5. Graphical representation of some CE functional forms (from Leckenby &
Wedding, 1982).
Lagged advertising effects. As discussed earlier, Current Effects response
functions assume that the effects of an advertising or marketing expenditure in period t
occurs only, and completely, in period t. This assumption does not correspond with
common understanding of advertising theory since it is assumed that a big part of
advertising effects occur with time. So, in order to accommodate this into advertising
response models we need first to discuss some basic concepts about carryover effects.
18
27. Carryover effect is the term used to describe the idea that marketing and
advertising expenditures have effects on sales that carries over into future periods
(Kotler, 1971). There are two major categories of carryover effects that can be
distinguished: the delayed response effect and the customer holdover effect (Leckenby &
Wedding, 1982).
The delayed response effect develops because delays occur between the time the
advertising dollars and programs are implemented and the time the advertising generated
purchases occur (Leckenby & Wedding, 1982). There are four types of delayed response
effects: Execution delay, noting delay, purchase delay and recording delay. The delay
occurs either because executing takes time, consumers do not notice the ads immediately
or because they delay the purchase to future periods. The recording delay is a problem
with the data and may not represent a real delayed response, just a mismatch between the
data (for more detail see Kotler, 1971: Leckenby & Wedding, 1982)
The customer holdover effect is clearly explained by Kotler (1971): “suppose that
a marketing stimulus is paid for today, appears today, is noted today, and leads to
purchase today. No delayed response is involved. The buyer finds the product agreeable
and decides to remain with this brand. On this basis it can be said that marketing stimulus
this period affected sales this period and for many future periods.” (p. 124)
This repurchase scenario suggests that advertising should be credited, in some
part, for holding the costumer to the brand in future time periods. Retaining new and
possibly old customers in future periods is not the only way a holdover effect can occur.
A holdover effect can also occur even if the number of customer does not increase as a
result of the advertising expenditure. This can happen when the advertising or other
19
28. marketing stimulus increases the average quantity purchased per period per customer
(Kotler, 1971).
Regardless the type of carryover that could be present for a brand at a particular
time, it is possible to represent it with some dynamic models. To better understand some
of these models we will consider the simplest linear model with lagged effects. The
model has the following form:
S t = a + bAt + bcAt −1 + bc 2 At −2 + ....
Where:
a = the intercept term
b = regression coefficient
c = carryover rate or retention rate (0 < c <1)
The basic assumption behind this model is that the effect of advertising in period t
decays exponentially in subsequent periods. That is, the effect on sales in period t is the
result of the advertising in period t plus a fraction of advertising in t-1 plus a fraction of
advertising in t-2, etc. The rate of decay, or in other words, the amount of advertising
effect that is carried over the immediate next period is the carryover rate (c).
Because estimating the parameters on this models requires us to know how many
periods we have to look back as well as dealing with autocorrelations (see Estimation in
this paper) some modifications done by Koyck and others give us the following lagged
effect models:
The Koyck Geometric Distributed Lag (GL) model:
S t = a(1 − c) + bAt + cS t −1 + {ut − cut −1}
Where:
20
29. u t = white noise (disturbance term)
c = carryover rate or retention rate (0 < c <1)
b = β (1 − c) Short-term effect of advertising
b
β= Long-term effect of advertising
1− c
This model hypothesizes that the effect of advertising conducted in all preceding
time periods on current sales period t can be summarized in one term: lagged sales. Sales
are then assumed to be a function of advertising and sales in the preceding time period.
The model performs well sometimes, however where strong sales trends are noted, the
effect of previous time period sales on current sales is so strong that the effect of current
advertising on sales can hardly be detected (Leckenby & Wedding, 1982), something not
totally in accordance with advertising theory.
The Partial Adjustment (PA) model:
S t = (1 − ϕ )[a + bAt ] + ϕS t −1 + wt
Where:
1 − ϕ = adjustment rate
w = white noise
The Partial Adjustment model is similar to the Geometric Lag in its structure. It
assumes that consumers can only partially adjust to advertising stimulus in the short-term
but they will gradually adjust to the desired consumption level, which causes the
advertising effect to be distributed over time (Hanssens et al, 2001).
Note: The above Partial Adjustment model should not be confused with the
Nerlove Partial Adjustment model (Nerlove PA). The latter may not be a carryover effect
21
30. model but it represents the concept of brand loyalty and assumes some inertia from the
past. This model could be tried after some unsuccessful attempts with the Current Effects
models and before the more complex models of carryover effects.
The Nerlove PA functional form is:
S t = a + b1 A1 + b2 S t −1 + ut
Another carryover effects model similar to GL but with an autoregressive
structure is the following:
The Geometric Lag Autoregressive (GLA) model:
S t = a + b1 A1 − b1 ρAt −1 + (c + ρ ) S t −1 − cρS t − 2 + {u t − cut −1}
Where:
c = carryover rate or retention rate (0 < c <1)
ρ = autocorrelation coefficient
The GLA model is a nested model which means that lower-order equations are
contained within the parameters of its higher-order structure (Hanssens et al, 2001). For
example, where ρ = 0 the GLA becomes GL; where ρ = 0 & c=0 the CE linear model
and the special case where ρ = c (≡ ϕ ) the Partial Adjustment model (Hanssens et al,
2001; Leeflang et al, 2000).
A modeler should first try some of the CE models, then if after estimating the
parameters (see Estimation in this paper), autocorrelation appears he should try i) to add
important explanatory (independent) variables or ii) to change model specifications
through transformations. If after i) and ii), autocorrelation (the fact that a variable is
correlated with itself in previous time periods) remains it may be “true” autocorrelation.
That is, a generalized carryover effect so the modeler should specify this autocorrelation
22
31. in the model (Leckenby, personal notes). The Geometric Lag Autoregressive model
(GLA) is an example of that process (For others autoregressive models see Hanssens,
2001, cap. 4).
It is important to know that these lagged effects response models can also take
different functional forms in order to represent diminishing returns to scale or s-shape
behavior; pretty much like the Current Effects models discussed earlier.
Modeling with adstock. The concept of carryover effect can be modeled either
explicitly, as we have seen in the previews models or implicitly using stock variables.
The latter approach was championed by Simon Broadbent in several publications (see
Broadbent, 1979, 1984, 1997). The basic idea with the creation of stock variables is that
they capture the present and past amount of advertising effect for any period into one
single value for that specific period. The approach assumes the same geometrical decline
in advertising effect as the models presented above. The adstock variable is then just
added to the equation like any other independent or explanatory variable.
Its key advantage is the ease of communicating results to management and its
simpler estimation process since the retention rate can be estimated subjectively using the
concept of half-life (HL). Half-life is simple the time it takes for an advertising effort to
have half of its effects. Event thought this time can vary from 3 to 10 weeks it tends to be
between 4 to 6 weeks (Broadbent, 1984).
There is a carryover rate or retention rate (c) associated with every HL value.
Table 1 show the retention rate for different half-lives for “first period counts full”
convention or “first period counts half” (see Broadbent, 1984; Hanssens et al, 2001 for a
discussion on these conventions). To the extend that the adstock approach uses the same
23
32. model of carryover the work is not different than the one resulting from the models that
specify the carryover effect explicitly (Hanssens et al, 2001).
Table 1.
Half-life and retention rate.
Half Life 1 2 3 4 5 6 7 8
f=1 0.500 0.707 0.794 0.841 0.871 0.891 0.906 0.917
f = 1/2 0.334 0.640 0.761 0.821 0.858 0.882 0.899 0.912
Half Life 9 10 11 12 13 14 15 16
f=1 0.926 0.933 0.939 0.944 0.948 0.952 0.955 0.958
f = 1/2 0.922 0.930 0.936 0.942 0.948 0.950 0.953 0.956
Estimation
Once the modeler has specify a model based on theoretical relations between the
explanatory and dependent variables or by examination of the available data he or she
must estimate the parameters of the function using historical or cross sectional data
(Leckenby & Wedding, 1982). The essence of the process is fitting a determined equation
to a set of data in order to find the best estimates of the different parameters in the model
( a, b1, b2 , c , etc). There are many estimation techniques however the most “robust” and
popular is regression analysis.
We will now describe the basic concepts of the simplest regression analysis:
Ordinary Least Squares (OLS). We will discuss the assumptions underlying this
technique and the problems when they are violated as well as possible remedies.
24
33. It is important to notice that the process of model building is somehow circular in
the sense that a model is specified, estimated, and verified but very often some violations
of the assumptions as well as unsatisfactory results force the modeler to choose a
different estimation technique or to modify the model specification and start the process
again.
Another annotation is that the estimation process in model building is more of a
confirmatory approach (see Hair, 1998) of multiple regression analysis. It differs
somehow with an exploratory approach because a pre-established functional form based
on theoretical relations between variables is “tested” or confirmed against empirical data.
However, as noted earlier, it is an iterative process where different fictional forms might
be “confirmed” until finding satisfactory results.
Ordinary Least Squares
The basic idea of estimating the parameters of a response function is to find the
values for each parameter that would minimize the sum of errors or disturbance terms in
the equation. Let us consider the simplest linear functional form:
S = a + bA + u
Where:
S = Sales
a = the intercept term
b = slope of the function
A = Advertising expenditures
u = disturbance term or error term
25
34. Rephrasing, the objective in the estimation process of model building is to find
the values of a and b that would give the least value of u in the average. Because what we
are trying to find is the statistical relationship between the variables there is always some
random errors: for every value of an independent variable there might be more than one
value of the dependent variable. These multiple values of the dependent variable for
every value of the explanatory variables are the result of random components in the
relationship (Hair, 1998).
The Ordinary Least Squares is the basic technique in which the parameters of a
linear or linearized (see Specification section in this paper) response function are
estimated by minimizing the sum of the error terms at every point of the function.
Because the difference between a predicted value by the function and the observed value
could be positive or negative, the error terms are squared so they can be added to produce
a measure of the fit of the model to the data in the sample. That measure is the residual
sum of squares (RSS) or the sum of squared errors (SSE) (Hair, 1998). There is also a
measure of the improvement in explanation of the dependent variable attributable to the
independent variables compared to just using the media of the dependent variable. It is
called the sum of squared regression (SSR) and it is calculated by adding the squared
differences between the mean and the predicted value of the dependent variable for all
observations (Hair, 1998). These tow measures are crucial for assessing the model’s
capacity to explain the variation of the data of the dependent variable. If the SSR is
divided by the total sum of squares (TSS), the total variance of the dependent variable,
we obtain the coefficient of determination R 2 that represents the portion of the total
variance of the dependent variable (usually sales S or market share) explained by the
26
35. model. Figure 6 shows a graphical representation of those measures. The unexplained
variance is SSE, the explained variance is SSR and the total variance is TSS.
Figure 6. Variance in regression analysis (from Leckenby & Wedding, 1982).
The procedure underlying OLS has several restrictive assumptions that must be
carefully considered in assessing the validity of the estimated model (see Verification in
these paper). The fundamental assumptions are the following:
a.) The mean of the error terms equals 0
b.) Constant variance of the error terms
c.) Independence of the error terms
d.) Normality of the error terms’ distribution
e.) Low multicollinearity
27
36. The basic idea behind these assumptions is that u is a random variable. This is clearly
explained by Koutsoyiannis in his Theory of Econometrics book (1978):
“(…) u can assume various values in a chance way. For each value of an independent variable the
term u may assume positive, negative or zero values each with a certain probability. We said that u
is introduced into the model in order to take into account the influence of various 'errors', such as
errors of omitted variables, errors of the mathematical form of the model, errors of measurement
of the dependent variable, and the effects of the erratic element which is inherent in human
behavior. Now, for u to be random the omitted variables should be numerous, each one
individually unimportant, and they should change in different directions so that their overall effect
on the dependent variable is unpredictable in any particular period.”
If we agree that what we are trying to represent in model building is the
relationship between the independent and depend variables in the average, it is imperative
that the mean of the error term equals 0 (assumption a). Otherwise the parameters of the
function are biased (Leeflang et al, 2000).
Assumption b means that the dispersion of the error terms remains the same over
all observations of the independent variables. It is said that the variance of the error terms
around the zero mean is homoscedastic, which means that it does not depend on the
values of the independent variables. Conversely, the case of heteroscedasticity is when
increasing or decreasing dispersion of the error terms is observed. The consequence of
violating this assumption is that it is not possible to calculate an effective confidence
interval for the parameters reducing their efficacy (Leeflang et al, 2000) and their
statistical significance (Koutsoyiannis, 1978).
Assumption c is also known as absence of autocorrelation. That means that the
error terms at any point in the function should be independent from each other. This
28
37. might be relevant only when the model is estimated using time series because the
autocorrelation is actually a serial correlation (Leeflang et al, 2000) between the error at
one period and the error(s) at the previous period(s). There is positive autocorrelation and
negative autocorrelation. Positive autocorrelation means that the residual in t tends to
have the same sign as the residual in t-1. Negative autocorrelation is when a positive sign
tends to be followed by a negative sign or vice versa (Leeflang et al, 2000). The
consequences of violating this assumption is that even though the estimated parameters
are unbiased (as when assumption b is violated) the OLS formula underestimates their
sampling variance and the model will seem to fit the data better than it actually does
(Hanssens et al, 2001).
The assumption of normality (assumption d) is necessary for conducting the
statistical tests of significance of the parameter estimates and for constructing confidence
intervals. If this assumption is violated the estimates are still unbiased and best, but it is
not possible to assess their statistical reliability by the classical test of significance (t, F,
etc.) because this test is based on normal distributions.
Multicollinearity results form the correlation between independent variables.
When one independent variable “moves” at the same time as another one it is said that
they are collinear. In marketing as in many other areas variables tend to be correlated all
the time. For example, a price reduction is announced via some TV advertising as well as
radio. These variables will be correlated to each other since they vary at the same time.
Managers usually do not leave all variables constant and vary only one at the same time.
The degree of multicollinearity has an important impact on the parameters of the
response function. A high level of multicollinearity limits the size of the coefficient of
29
38. determination R 2 and it makes determining the contribution of each independent variable
difficult because the effects of the independent variables are “mixed” or confounded
(Hair, 1998). In consequence, the reliability of the parameter estimates is low (Leeflang
et al, 2000).
The assumptions discussed above limit the applicability of OLS to estimate the
parameters of the function because these assumptions are often violated. There are many
reasons why the assumptions are violated but usually it is the result of misspecification of
the response function. There are some tests and procedures to test if one or more of the
assumptions are violated. Some of them would be described in the Verification section of
this paper.
Once the parameters are estimated and the underlying assumptions tested it is
sometimes possible to take some corrective actions if violations to the assumptions are
present. The simplest corrective action is modifying the specification of the response
function and estimating it again. However, sometimes the only solution is to use a
different estimation technique.
Generalized Least Squares
In the Generalized Least Squares (GLS) techniques some of the restrictive
assumptions about the disturbance term in OLS are relaxed, specifically the assumptions
of constant variance and independence of the error terms (autocorrelation). These
estimation methods are “generalized” because they can account for especial cases or
models. Actually, OLS is a special case of GLS where all the assumptions are met
(Leeflang et al, 2000). Other special case is when the variance is heteroscedastic --for
example, when cases that are high on some attribute show more variability than cases that
30
39. are low on that attribute, and the difference can be predicted from another variable, a
weight estimation procedure can compute the coefficients or parameters of a linear model
using weighted least squares (WLS), such that the more precise observations (that is,
those with less variability) are given greater weight in determining the regression
coefficients (Leeflang, 2000). The weight estimation procedure in statistical packages
like SPSS tests a range of weight transformations and indicates which will give the best
fit to the data.
Another special case, typical of time-series, is when there is strong presence of
autocorrelation of the disturbance terms but at the same time the variance is
homoscedastic. Assuming that the autocorrelation is generated by a first-order
autoregressive scheme (Markov scheme) some transformations are done to incorporate an
autoregressive coefficient that would allow better parameter estimates (see Leeflang et al,
2000, p. 371-376 for a detailed explanation). There are others GLS methods that account
for especial cases of the behavior of the disturbance term. For an extensive list of
literature on those methods see Hanssens et al, 2001, Chapter 5.
One important note is that these GLS procedures for dealing with special patterns
of the disturbance terms would not give better parameter estimates if the pattern is due to
misspecified models, as it is usually the case (Leeflang et al, 2000). Additionally,
“robustness may generally be lost if GLS estimation method are used” (Leeflang et al,
2000, p. 376). So, before using these procedures the modeler should be convinced that he
or she is using the best possible model specification (Leeflang et al, 2000).
31
40. Nonlinear Least Squares
There are some models that are nonlinear and nonlinearizables. Additionally,
there are other models that violate the assumptions of the disturbance term in their mere
specification. Those models include the Koyck General Lag (GL), Partial Adjustment
(PA) and General Lag Autoregressive (GLA). Those cannot be accurately estimated by
linear regression. For solving this problem some procedures have been created to allow
the modeler to estimate those kinds of models. The general or more common
characteristic of this procedure is that it is iterative. In its simplest form the parameter
that is causing the model to be nonlinear is guessed by either subjective estimation or trial
and error until a satisfactory result is achieved. Leeflang et al (2000) explain this grid
search in the following terms: “For simplicity assume that for any value of y [the
parameter causing the nonlinear attribute], the model is estimated by OLS, under the
usual assumptions about the disturbance term. Then choose m values for y, covering a
plausible wide range, and choose the value of y for which the model’s R 2 is maximized”
(p. 384). This procedure is equivalent to the one using adstock models when different
half-life values are tested to select the one that gives the best results (Broadbent, 1984).
This grid search can also be done when instead of replacing a parameter that is
causing the nonlinearity, different transformations of the predictor variables are tested
sequentially until finding satisfactory results (Leeflang et al, 2000). However, grid search
procedures are costly and inefficient, especially if a model is nonlinear in several of its
parameters (Leeflang et al, 2000).
32
41. More sophisticated methods have been developed where initial estimates of some
parameters are reintroduced in the equation in an iterative process until the whole process
converges (Leeflang et al, 2000; Koutsoyiannis, 1978).
All the techniques discussed above estimate the parameters in an attempt to
minimize the squares of the differences between the estimated points and the observed
ones. They are all Least Squares (LS) methods. A radically different approach is the
Maximum Likelihood (ML) method.
Maximum Likelihood
The ML method is based on distributional assumptions about the data. Basically it
finds the values of parameters that make the probability of obtaining the observed sample
outcome as highly as possible (Hanssens et al, 2001). In other words “the maximum
likelihood principle is an estimation principle that finds an estimate for one or more
parameters such that is maximizes the likelihood of observing the data. The likelihood of
a model (L) can be interpreted as the probability of the observed data y, given the model”
(Leeflang et al, 2000, p. 390). Under this assumption a certain parameter is more likely
than other.
The assumptions underlying ML method are actually the ones involved in
hypothesis testing in social sciences (Leeflang et al, 2000) and not surprisingly the
method is very sensible to the sample size, giving better results with large samples.
The ML method can also be used to select a model between competing ones (see
Summary in this paper). For more details on ML and LS methods for estimating the
parameters of a response function consult Hanssens et al, 2001; and Leeflang et al, 2000.
33
42. Verification
Another important step in developing market response models is to verify that the
parameters estimated in the previous step truly represent the relationship between sales
(or any other dependent variable) and the marketing variables. The usual way to do this is
to use statistical significant testing (Leckenby & Wedding, 1982). By verifying the
parameters it is possible to determine with a certain risk level how representative they are
of the true advertising-marketing/sales relationship. In market response model (if
commercially used) the significance level often used is about 15 percent (Leckenby &
Wedding, 1982). If achieving that level of significance one could say that in at least 85
samples of every 100 samples of data that we use for estimating the response function the
parameters would be between x and y number (the confidence interval).
The first measures that should be verified are those related with the fit of the
model to the data in the sample. As discussed above, the R 2 value indicates the
percentage of the variance of the dependent variable explained by the independent
variables in model. Because this measure is affected by the number of observations per
independent variables used, the modeler should focus on the adjusted R 2 for comparing
between competing models and to control for “overfitting” the data (Hair, 1998). It is
important to notice that the minimum ratio of observation per independent variable
should be 5 to 1 in order to avoid making the results too specific to the sample
(“overfitting”) thus lacking generalizability. Verifying the statistical significance of R 2
and adjusted R 2 is critical in this step. The F ratio is the statistical significance test that
most statistical packages use to test this. The parameters of the models should also be
tested in terms of their statistical significance. The t value of a coefficient or parameter is
34
43. the coefficient divided by the standard error. To determine if the parameter is
significantly different form zero (no effects or relation with the dependent variable) the
computed t value is compared to the table value for the sample size and confidence level
selected. This test is not that important for the intercept term in a linear model since it
acts only to position the model (for details see Hair, 1998, p. 184)
Another measure highly related with the overall fit of the model that must be also
checked in this step of model building is the RSS or SSE (the squared sum of the errors
or disturbance terms). Even though a high R 2 could be found for a specific model the
RSS could still be very large indicating the inability of the model to accurately make
predictions.
As discussed in the previous section, the assumptions underlying the different
estimation techniques are highly important for assessing the validity of the parameter
estimates since violations of the assumptions give biased coefficients or, more frequently,
make their statistical significance hard to estimate (Leeflang et al, 2000). If the
assumptions are violated the confidence that the parameters truly represent the
relationship under analysis is diminished. So another important task of the verification
step is to verify that the assumptions used for estimating the parameters are not violated.
The simplest way to do this is by a careful analysis of the residuals using scatter plots. It
is recommended to use some form of standardization as it makes the residuals directly
comparable. The most widely used is the studentized residuals, whose values correspond
to t values (Hair, 1998). Figure 7 shows different plots that illustrate the pattern that the
disturbance terms could take if some of the assumptions are violated.
35
44. The null plot (Figure 7a) is the usual pattern when all the assumptions are met.
“The null plot shows the residuals falling randomly, with relatively equal dispersion
about zero and no strong tendency to be either greater or less than zero. Likewise, no
pattern is found for large versus small values of the independent variable.” (Hair, 1998, p.
173).
By analyzing these plots the modeler could find violations to the assumptions and
then find remedies for those violations. These plots are the typical pattern one should find
when violations occur. For example, nonlinearity (b) in the relationship between the
dependent and explanatory variables; heteroscedasticity of the variance (c) and (d); and
autocorrelation (e). The normal histogram of the residuals (g) allows the modeler to test
the assumption of normality of variance. A pattern like (f) would result when important
events in the data are omitted in the specification of the response function (Hair, 1998).
(For example, dummy variables that account for seasonality or special promotional
events).
36
46. Plotting the residuals against the independent variables is quite useful, however,
the prototypical patterns depicted in figure 7 are hard to detect for small samples and
sometimes large samples as well. Some statistical tests have been developed for helping
the modeler find violation to the assumptions in a more systematic way. For example, the
Durbin-Watson (D.W.) test allows the model builder to test autocorrelations of the
disturbance terms. The D.W. statistic varies between zero and four. Small values indicate
positive autocorrelation and large values negative autocorrelation (Leeflang et al, 2000).
Durbin and Watson formulated lower and upper bounds ( d L , d U ) for various significance
levels and for specific sample sizes and numbers of parameters. The test is used as
follows (for details see, Leeflang et al, 2000, p. 340):
For positive autocorrelation
a. If D.W. < d L , there is positive autocorrelation
b. If d L < D.W. < d U , The result is inconclusive
c. If D.W. > dU , There is no positive autocorrelation
For negative autocorrelation
d. If [4-D.W.] < d L , there is negative autocorrelation
e. If d L < [4-D.W.] < d U , The result is inconclusive
f. If [4-D.W.] > dU , There is no negative autocorrelation
Other tests have been developed for testing violations to other assumptions. The
description of those tests is outside the scope of this paper, for a detailed description see
Hanssens et al, 2001, chap. 5; and Leeflang et al, 2000 chap. 16.
38
47. Leeflang et al, 2000, developed a table (table 2 in these paper) that summarizes
the violations to the assumptions in model building using Least Squares as well as
possible reasons, consequences, tests for detecting them and possible remedies.
Table 2.
Violation of the assumptions about the disturbance term: reasons, consequences, tests and
remedies. (From Leeflang et al, 2000, p. 332)
39
48. As table 2 shows when some violation of assumptions are detected by either
plotting the residuals or applying specific test, the modeler can try to take some remedies,
often modifications to the specification of the model, or the use other estimation
technique that relax the violated assumption (see Estimation in this paper). As frequently
mentioned by Leeflang et al (2000) and Hanssens et al (2001), violation of the model are
usually caused by specification errors, so the first thing a modeler should do if the results
are not satisfactory is to try a different functional form (see Specification in this paper) or
to modify the specification of the model under scrutiny.
The process of model verification is clearly explained in the following table (table
3) taken from Hanssens et al, (2001).
Table 3.
Steps in evaluating a regression model. (from Hanssens et al, 2001)
40
49. Prediction
Verification is just one part of the validation of a response model. The response
function in order to be believed must be able to predict future sales or market share for
the brand relative to the explanatory variables (Leckenby & Wedding, 1982). For
example, if it is true that advertising expenditures can explain sales a valid model should
be able to predict the amount of sales in period x given a certain level of advertising
expenditures in period x and probably previous periods. Because waiting for future sales
data to test a model is not only risky but useless if we want to use the model to forecast or
decide on future marketing and advertising expenditure levels, a process called
“postdiction” is used. Postidction refers to the idea of predicting values that are already
known. For example, a model is estimated using a sample that includes all the data from
the past two years but not from this year even thought we already know the figures. The
process of postdicting is the use the model to predict the sales of this year given the
marketing and advertising expenditures this year too. If the accuracy of the predictions is
good the model is a valid model for future forecast and then can be used in different
managerial decision making tasks.
The way a modeler can perform this validation process is to split the sample of
data in two subsets: one for estimating the model and the other for validating it using the
process described above. With large samples this can be easily done by just leaving a fair
number of data for validation purposes. However, the modeler usually does not have a lot
of data to do this, so a minimum of three data points are left for validating the model.
When the model is estimated using cross sectional data, the validation sub-sample
is chosen randomly but when the model is estimated using time-series data the last three
41
50. or more periods are reserved for the validation process. The reason for doing this is that
the modeler would like to take into account the prediction accuracy when carryover
effects are involved in the response functions (Leeflang et al, 2000) and also because the
manager would be more interested in the prediction accuracy of recent events than that of
distant ones.
There are several measures of the prediction accuracy of the model (see Leeflang
et al, 2000, chapter 18) but the basic principle is to compare the predicted values with the
observed ones and calculate the average error of the predictions. The two most common
measures are the Average Prediction of Error (APE) and the Mean Absolute Percentage
of Error (MAPE).
The Average Prediction of Error is calculated by averaging the differences
between the observed and the estimated values. The procedure allows negative and
positive errors to offset each other (Leeflang et al, 2000). In accordance with the zero
mean assumption in regression analysis (see Estimation in this paper) the APE should be
close or equal to 0. However, even with an APE of 0 a model could still have large
estimation errors if they offset each other.
A better estimate of the prediction accuracy is the MAPE since it is a measure that
allows the modeler to asses the error as a relative measure (percentage) of the real or
observed value. The MAPE is calculated by averaging the absolute percentage of error
| y− y|
ˆ
( .100 ) of each pair of predicted/observed data points in the validation sub-
y
sample. It is important to notice that if data outside the range used to estimate the model
are used to predict the outcome of the model, misleading results can occur. This is
especially important when using “non-robust” models like the linear ones where there is
42
51. no limit to the response of the dependent variable for larger values of the explanatory
ones (Hair, 1998).
The “postdiciton” procedure described above is an adequate method for testing
the validity of a model, however, “the acid test of the model’s validity still remain with
predictive test into the future” (Leckenby & Wedding, 1982). If the model can fairly or
acceptably predict sales figures which have not yet occurred, then the model is useful and
can be used to solve marketing and advertising problems. A model should always and
continually be checked for its prediction accuracy of future events as data become
available.
Model building summary
Developing advertising and marketing response models is a fairly structured
process with defined steps. However, model building is an iterative process where the
results of one of the steps could suggest revising previous ones and start the process
again. The model building process also involves subjective judgments form the part of
the modeler as frequent tradeoffs become present and the solutions require judgment and
personal experience. For example, a usual tradeoff that the modeler faces is when in order
to enhance the prediction accuracy of a model he must make important changes to the
specification of the model making it harder to interpret and grasp significant economic
meaning. As Hair said (1998) “Prediction is often maximized at the expense of
interpretation” (p. 161). The important role of the model builder in developing response
functions is what makes it part science and part art.
Summarizing the steps in model building for marketing decisions, a good model
should first, be specified in accordance to advertising or marketing theory; second,
43
52. estimated using an adequate estimation technique; third, verified using statistical
significance tests and analysis of residuals to look for violations of the assumptions; and
fourth, validated using postdiction and prediction accuracy tests.
Sometimes a modeler has competing models that have been verified and validated
and he or she must decide on which one to choose. The principle of parsimony would
suggest him to always pick the simplest one. However, it is sometimes hard to find the
optimal one since there is always a tradeoff involved in selecting a model that is simple
but less accurate and one that is more precise but with increasing complexity. One should
always evaluate the models with the original objective of the model building process in
mind. Why were we building the model in the first place? What do we want to do with
the model? What is the managerial relevance or usefulness of the model? If the answer to
those questions still does not point toward one single model, there are some additional
procedures that can be used to solve the problem of selecting between competing models.
There are informal decision rules like “choose the model with the higher adjusted R 2 ”or
“choose the one that has the least residual sum of square” and formalized decision rules
involving hypothesis testing (Hanssens et al, 2001). The formal decision rules include the
Maximum Likelihood (ML) statistic, Akaike’s Information Criteria (AIC) and Bayesian
information criteria (for details on those tests see Hanssens et al, 2001, p. 230-239).
Ideally, the model to be chosen should be the one with the higher adjusted R 2 , the
least RSS, statistically significant t values, no autocorrelation and simpler structure.
Fortunately, as Hanssens et al (2001) note: “the consequences in terms of deviation from
the optimal level of discounted profits that arise from misspecifying market response is
usually not great” (p. 239).
44
53. Once a model has been specified, estimated, verified, validated and compared to
other possible competing models it can be used in decision making for planning future
scenarios, running controlled simulations and deriving economic measures for better
accountability of past actions. The latter is the essence of model building in marketing
and advertising: the better we understand the past the better we will predict the future.
An Example
In order to illustrate the process of developing marketing and advertising response
models, real data from an important brand in the skin-care market in a Latin American
country was used to build a model.
Specifying the model
After an initial exploration of the data that included an analysis of the multiple
correlations between several variables and preliminary estimations of very basic response
functions, the following models where specified:
1. The Linear Current Effects response model:
MS = a + b1TVR + b2U + b3 RP + b4T + b5 C + b6 M
Where:
MS = Market Share
TVR = TV GRPs
U = Advertising expenditures for the Umbrella brand
RP = Relative Price (brand’s price/main competitor’s price)
T = Trend (linear trend over time)
C = Total competitors’ advertising expenditures
M = Magazine advertising expenditures
45
54. 2. The Modified Exponential Current Effects model:
MS = MS (1 − e a +b1TVR +b2U +b3 RP +b4T +b5C +b6 M )
Where:
MS = upper bound level or saturation point
e = a mathematical constant equals to 2.71...16 …
3. The Gompertz Current Effects model
MS = MSe − e e
a b1TVR b2U b3RP b4T b5C b6M
e e e e e
4. The Linear Partial Adjustment (Nerlove) model:
MS = a + b1TVRt + b2U t + b3 RPt + b4Tt + b5Ct + b6 M t + b7 MSt −1
5. The Logistic Partial Adjustment (Nerlove) model:
MS
MS = − ( a + b1TVRt + b2U t + b3 RPt + b4Tt + b5Ct + b6 M t + b7 MS t −1 )
(1 + e )
6. The Gompertz Partial Adjustment (Nerlove) model:
MS = MSe − e e
a b1TVRt b2U t b3RPt b4Tt b5Ct b6M t b7 MSt −1
e e e e e e
7. The Modified Exponential Partial Adjustment (Nerlove) model:
MS = MS (1 − e a +b1TVRt +b2U t +b3 RPt +b4Tt +b5Ct +b6 M t +b7 MSt −1 )
8. The Linear Adstock model:
MS = a + b1 Adstock + b2U + b3 RP + b4T + b5C + b6 M
Where:
Adstock = TV GRPs Adstock
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55. 9. The Logistic Adstock model:
MS
MS = − ( a + b1 Adstock + b2U + b3 RP + b4T + b5C + b6 M )
(1 + e )
10. The Gompertz Adstock model
MS = MSe − e e
a b1Adstock b2U b3RP b4T b5C b6M
e e e e e
11. The Modified Exponential Adstock model:
MS = MS (1 − e a +b1 Adstock +b2U +b3 RP +b4T +b5C +b6 M )
All the above models assume independent effects of the explanatory variables.
For example, the Linear CE model (number 1.) assumes that the market share for the
brand is a constant, plus the effect of TV GRPs, plus the effect of the advertising
expenditures on the umbrella or family brand, plus the effect of the price relative to the
main competitor, plus a trend in time, plus (minus) the effect of the sum of all
competitors’ advertising expenditures, plus the advertising expenditures of the brand in
magazines.
The assumption about independent effects means there is no interactions between
the variables, for example between TV advertising and magazines advertising. This might
not be true in reality, in consequence, some models that assumed such interactions where
estimated but failed to deliver satisfactory results and no significant interactions were
identified.
It is important to notice that a trend in the data was incorporated into the model in
order to gain more predictive power. However, as the quote says: “a trend in a model is a
factor you forgot to include in the explanatory consideration set”. Considering that
usually not all the data are available, adding a trend component is a partial solution to
47
56. lack of information and helps sometimes enhancing the model’s fit and its prediction
accuracy. However, as discussed earlier, there is usually a trade-off between prediction
accuracy and explanatory power. Trend components in models should be avoided if there
is no important improvement in the capacity of the model to make fair estimations of the
observed data. Knowing when to include or exclude a trend is part of the art of modeling.
Other models where also specified but where discarded early in the process
because they failed to fairly represent the relationship between advertising and market
share for the brand. For example, the univariate Koyck Geometric Distributed Lag
(GL) model:
MSt = a(1 − c) + bTVRt + cSt −1 + {ut − cut −1}
and the univariate Geometric Lag Autoregressive (GLA) model:
MSt = a + b1TVR1 − b1ρTVRt −1 + (c + ρ ) MSt −1 − cρMSt − 2 + {ut − cut −1}
failed to deliver satisfactory results. This occurred mainly because they used only one
explanatory variable that, alone, seems not to contribute much on explaining the market
share variance for this particular brand.
Estimating the model
Once specified, the above models (number 1 to 11), where estimated using
Ordinary Least Squares. Table 4 shows the parameter estimates for the Current Effects
functions and their derived statistics. Table 5 and table 6 show the same information for
the Nerlov Partial Adjustment models and the Adstock models.
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60. Verifying the model
As table 4, 5, and 6 show the R 2 and adjusted R 2 of all the models is 90% or
above. That means they all explain at least 90% of the variance of the market share of the
brand in the period analyzed. The adjusted R 2 is more useful for comparing the CE and
Adstock models with the PA models since the Partial Adjustment models include an
additional lag parameter and the R 2 is sensible to the number of variables in the model.
Other way of measuring the ability of the models to fairly represent the
relationship between the explanatory variables and the dependent one is by analyzing the
model fit to the data in the sample. The Residual Sum of Squares (RSS) delivers a direct
measure of the “unfitness” of the model. The estimated models show small RSS varying
from 1.44 to 1.90.
The Durbin-Watson statistic shows that none of the estimated models show
significant autocorrelations. This is especially important if we desire that the estimation
process delivers unbiased and statistically significant parameter estimates.
As discussed under the verification section in the first chapter, the estimation
process should deliver statistically significant parameter estimates so the modeler could
project the model beyond the data sample. In other words, the parameter estimates should
have a value different form zero meaning that their associated variables have a real effect
in the dependent variable. The estimated models vary in this criterion since not all of
them have all statistically significant coefficients or parameter estimates. Actually, just
the Adstock Linear and the Adstock Logistic model have statistically significant b6
coefficient. Interestingly, the parameters corresponding to the lagged variable ( b7 ) in the
Nerlove PA models are not statistically significant. This means that these PA models
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61. actually reduce to the Current Effects ones since the only difference between them is the
additional lagged variable.
Another very interesting result is that the coefficient for the relative price is
positive. Since the variable was defined as the ratio between the brand’s price and the
main competitor’s price (brand’s price/main competitor’s price) it is surprising to realize
that, at least for the data analyzed, the highest the ratio the highest the market share all
else being equals. Since the parameter’s sign is consistent across all models it should not
be discarded. There are situations in which raising the price actually raise the demand of
the product because it acts as a clue that signals good quality. This phenomenon has been
detected in many specialty products, including beauty products (Kotler, 1971). The brand
is a competitive brand in the “wrinkle prevention” market, a highly specialized category
driven mainly by research and product innovation. It is not unlikely that this is one of
those special cases where the relation between price and demand is reversed. The brand
use to have a lower price compared to its main competitor but it seems that the closer the
price of the brand to the price of its main competitor the higher the demand for the brand.
This result should be taken with caution and would apply probably only for the data
range analyzed (min = 51.5; max = 101.7; mean = 76.13; std. deviation = 11.43).
In order to check for violations of the OLS assumptions residuals’ scatter plots of
the best four models (CE Linear model, PA Linear model, Adstock Linear model and
Adstock Logistic model) where analyzed. Figure 8 shows the scatter plots of the
studentized residuals vs. the actual market share values for the four models. No
systematic pattern is observed for any of the models analyzed showing that no
fundamental assumption was violated. However, some outliers can be recognized,
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62. especially two outliers for the adstock models. The treatment of outliers is controversial
(Hair, 1998) but a careful analysis should be provided in order to asses their impact on
the overall performance of the model. We will discuss this latter.
Figure 8. Scatter plots of the studentized residuals vs. the actual market share values for
the CE Linear model, PA Linear model, Adstock Linear model and Adstock Logistic
model.
Ideally the best model should have all statistically significant coefficients, no
autocorrelation, the highest R 2 or adjusted R 2 and the lowest RSS. However, not always
all of these criteria can be found in one single model as it is the case for the Adstock
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63. Linear model in our example. Additionally, the best model is not really identified until
the acid test is performed. So before selecting a single model the best ones should be
validated using the prediction/postdiction procedure.
Validating the model
The best competing models (CE Linear model, PA Linear model, Adstock Linear
model and Adstock Logistic model) were selected to be validated using a subset of the
sample.
The sample of data was split into two subsets: one with the first 20 observations
to estimate again the parameters of the model and the other one with the last 3 to be
predicted/postdicted by the model. The Mean Absolute Percentage of Error (MAPE) was
used to compare the prediction ability of the models. Table 7 shows the results and all the
statistics for the selected models.
All the models have MAPEs below 3,5% which means that they all can make
accurate predictions of future outcomes. However, the Adstock models clearly
outperform the CE and PA linear models. The principle of parsimony would suggest
choosing the simplest model between two competing ones. The MAPE criteria as well as
all the other criteria also point the Linear Adstock model as the winner. Figure 9 shows
the modeled market share versus the actual market share for the Adstock Linear Model.
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64. Table 7.
Best models comparison
Best Models
unstandarized
Model t Rsq Adj. Rsq DW*** RSS MAPE
coefficients
a = 4.000368 4.62 *
b1 = 0.001629 4.45 *
b2 = 0.000112 6.08 *
1. CE Linear b3 = 0.036254 4.12 * 93% 91% 2.629 1.54 2.99%
b4 = 0.075848 6.08 *
b5 = -0.000011 -2.76 *
b6 = 0.000232 1.11
a = 3.729706 3.88 *
b = 0.001686 4.43 *
b2 = 0.000100 4.08 *
b3 = 0.031444 2.80 *
2. PA Linear 94% 91% 2.667 1.49 3.01%
b4 = 0.068501 4.17 *
b5 = -0.000011 -2.71 *
b6 = 0.000243 1.14
b7 = 0.095134 0.70
a = 4.069391 4.89 *
b1 = 0.002388 4.72 *
b2 = 0.000082 4.67 *
3. Adstock Linear b3 = 0.036416 4.28 * 94% 91% 2.223 1.44 1.65%
b4 = 0.067203 5.67 *
b5 = -0.000013 -3.39 *
b6 = 0.000325 1.71 **
a = -0.933690 -4.10 *
b = 0.000657 4.75 *
b2 = 0.000022 4.67 *
4. Adstock Logistic**** b3 = 0.009899 4.26 * 94% 91% 2.218 1.47 1.71%
b4 = 0.018084 5.58 *
b5 = -0.000003 -3.31 *
b6 = 0.000086 1.66 **
Sample Size = 23 (note: the MAPE was calculated using parameter estimates from a sample data of 20)
Adstock Half Life = 1 period. Carry-over = 33%
*p < .05 **p < .15
*** DW < .90 significant autor; .90 > DW <1.92 inconclusive; DW > 1.92 no significant autor. at .05.
****Upper Bound =15
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