This paper develops a model which predicts upper and lower bounds on sales, cumulative penetration and on the proportion of repeat buyers of a new packaged good from intention-to-buy measures. The model is tested on several new packaged goods.
BEMMAOR, A.C., GROS, G. and JEULAND, A.P. (1995). Forecasting the Dynamics of the Sales of New Packaged Goods. In: Institute of Management, June 20, University of Vienna (also presented at the Institute of Marketing, June 23, University of Innsbruck).