2026-09-19T23:11:23Zhttps://dspace.mit.edu/server/oai/requestoai:dspace.mit.edu:1721.1/1000852026-06-06T01:03:24Zcom_1721.1_7582com_1721.1_7581com_1721.1_101402col_1721.1_131023col_1721.1_101610
Unris Caplice.
Kalenderski, Asen (Asen Georgiev)
Sanivarapu, Satya
Massachusetts Institute of Technology. Engineering Systems Division.
Massachusetts Institute of Technology. Engineering Systems Division
2015-12-03T20:52:28Z
2015-12-03T20:52:28Z
2015
2015
http://hdl.handle.net/1721.1/100085
928946034
Thesis: M. Eng. in Logistics, Massachusetts Institute of Technology, Engineering Systems Division, 2015.
Cataloged from PDF version of thesis.
Includes bibliographical references (pages 70-72).
Promotions involve a complicated interplay of factors and are a result of a synchronized sequence of activities between manufacturers and retailers. The outcome of promotions pivot on several elements beyond the control of any one party in the supply chain. 'How' a promotion performed has a more straight forward answer than 'Why' a promotion performed a certain way. This research attempts to define a quantitative methodology to measure performance of promotions and reveal insights to consumer product manufacturers and retailers that will help answer the 'How' and the 'Why' of promotions. The measures used are simple, but the combination of analysis creates a complex structure of many dimensions that reveals intricate insights into the functioning of the supply chain, the most important asset in executing promotions. We present to you a three dimensional framework termed the 'Promotion Performance Cuboid' with structural elements consisting of three foundational supply chain measures, inventory, stockouts, and performance of sales against target forecasts. The measures when viewed together through the Promotion Performance Cuboid, tell a revealing story of the underlying dynamics of promotions and the elements that actually control promotional become lucid.
by Asen Kalenderski and Satya Sanivarapu.
M.Eng. in Logistics
78 pages
eng
Massachusetts Institute of Technology
M.I.T. theses are protected by copyright. They may be viewed from this source for any purpose, but reproduction or distribution in any format is prohibited without written permission. See provided URL for inquiries about permission.
http://dspace.mit.edu/handle/1721.1/7582
Engineering Systems Division.
Measurement and evaluation of retail promotions
Thesis
application/pdf
Publication
unknown
unknown
<Publication xmlns="https://www.openaire.eu/cerif-profile/1.1/" id="83484ea0-6f08-484c-a11f-2410ed0ee158">
<Type xmlns="https://www.openaire.eu/cerif-profile/vocab/COAR_Publication_Types">http://purl.org/coar/resource_type/c_1843</Type>
<Language>eng</Language>
<Title>Measurement and evaluation of retail promotions</Title>
<PublishedIn>
<Publication>
</Publication>
</PublishedIn>
<PublicationDate>2015</PublicationDate>
<Authors>
<Author>
<DisplayName>Kalenderski, Asen (Asen Georgiev)</DisplayName>
<Affiliation>
<OrgUnit>
</OrgUnit>
</Affiliation>
</Author>
<Author>
<DisplayName>Sanivarapu, Satya</DisplayName>
<Affiliation>
<OrgUnit>
</OrgUnit>
</Affiliation>
</Author>
</Authors>
<Editors>
</Editors>
<Publishers>
<Publisher>
<DisplayName>Massachusetts Institute of Technology</DisplayName>
<OrgUnit />
</Publisher>
</Publishers>
<License>http://dspace.mit.edu/handle/1721.1/7582</License>
<Keyword>Engineering Systems Division.</Keyword>
<Abstract>Promotions involve a complicated interplay of factors and are a result of a synchronized sequence of activities between manufacturers and retailers. The outcome of promotions pivot on several elements beyond the control of any one party in the supply chain. 'How' a promotion performed has a more straight forward answer than 'Why' a promotion performed a certain way. This research attempts to define a quantitative methodology to measure performance of promotions and reveal insights to consumer product manufacturers and retailers that will help answer the 'How' and the 'Why' of promotions. The measures used are simple, but the combination of analysis creates a complex structure of many dimensions that reveals intricate insights into the functioning of the supply chain, the most important asset in executing promotions. We present to you a three dimensional framework termed the 'Promotion Performance Cuboid' with structural elements consisting of three foundational supply chain measures, inventory, stockouts, and performance of sales against target forecasts. The measures when viewed together through the Promotion Performance Cuboid, tell a revealing story of the underlying dynamics of promotions and the elements that actually control promotional become lucid.</Abstract>
<Access xmlns="http://purl.org/coar/access_right"
>
</Access>
</Publication>