(TEST MARKET)Factors affecting the unit sales for any single entity

Introduction:

A sale is the pinnacle activity involved in selling products or services in return for
money or other compensation. It is an act of completion of a commercial activity.

A sale is completed by the seller or the provider of the goods or services to an acquisition or
appropriation or request followed by the passing of title (property or ownership) in the item and
the application and due settlement of a price, the obligation for which arises due to the seller's
requirement to pass ownership, being a price he is happy to part with ownership of or any claim
upon the item. The purchaser, though a party to the sale does not execute the sale, only the seller
does that. To be precise the sale completes prior to the payment and gives rise to the obligation
of payment. If the seller completes the first two above stages (consent and passing ownership) of
the sale prior to settlement of the price, the sale is still valid and gives rise to an obligation to
pay.
Research Question:
What are the factors which affect the Unit sales rate in an organization?

Objective of the Study:

The objective of this study is to explore the factors of unit’s sales growth in an
organization. In this study three variables would be used to investigate the dependence of unit
sales rate.

Variable and their Definitions:

Dependent Variable:

Unit sales: This variable is used as dependent variable in this study. As we know
that sales can be increased by many of tools and relationship between he activities and role of
many of things directly proportional with sales of a work place.

Independent variable:

Promotion: This variable is very important regarding sales of an organization. In

this study we deeply analyze the relationship of sales and marketing (promotion). More expense
upon promotion lead to ultimately more profit through sales.

• a message issued in behalf of some product or cause or idea or person or

institution; "the packaging of new ideas"
 • act of raising in rank or position
• encouragement of the progress or growth or acceptance of something
• forwarding: the advancement of some enterprise; "his experience in marketing
resulted in the forwarding of his career"
• All forms of communication other than advertising that call attention to products
and services by adding extra values toward the purchase. Includes temporary
discounts, allowances, premium offers, coupons, contests, sweepstakes, etc.

Age of store location: This variable is very important because of if store location
is old and of many years, sales expected to be more.

Market size: This variable is relating with unit sales because if market size is
bigger than the targeting people are more than small market. Thus sales expected to be more.
The number of buyers and sellers in a particular market. This is especially important for
companies that wish to launch a new product or service, since small markets are less likely to be
able to support a high volume of goods. Large markets could bring in more competition.

Source of Data:
C:\Program Files\SPSSInc\SPSS16\Samples

Quality of the Data:

Quality of the data is up to mark. No value of any variable is missing. Data source
is reliable. All of the independent variables have the theoretical explanations of the effects on the
economic growth.
 Model of relationship of dependent and independent variables:

Factors affecting the unit sales in market (TEST MARKETING)

Independent variable Dependant variable

PROMOTION

Independent variable UNIT SOLD

AGE OF STORE
LOCATION

Independent variable

MARKET SIZE
 Literature
Review
Literature of market size:
1. MJ Melitz, GIP Ottaviano - NBER working paper, 2005 - papers.ssrn.com
We develop a monopolistically competitive model of trade with firm heterogeneity - in
terms of productivity differences - and endogenous differences in the `toughness` of competition
across markets - in terms of the number and average productivity of competing firms. We
analyze how these features vary across markets of different size that are not perfectly integrated
through trade. Aggregate productivity and average markups thus respond to both the size of a
market and the extent of its integration through trade (larger, more integrated markets exhibit
higher productivity and lower markups).
2. Eugene F. Fama and Kenneth R. French
The Journal of Finance, Vol. 50, No. 1 (Mar., 1995), pp. 131-155
We study whether the behavior of stock prices, in relation to size and book-to-market-
equity (BE/ME), reflects the behavior of earnings. Consistent with rational pricing, high BE/ME
signals persistent poor earnings and low BE/ME signals strong earnings. Moreover, stock prices
forecast the reversion of earnings growth observed after firms are ranked on size and BE/ME.
Finally, there are market, size, and BE/ME factors in earnings like those in returns. The market
and size factors in earnings help explain those in returns, but we find no link between BE/ME
factors in earnings and returns.

3. Marketing academicians and practitioners have been observing for more than three decades
that business performance is affected by market orientation, yet to date there has been no valid
measure of a market orientation and hence no systematic analysis of its effect on a business's
performance. The authors report the development of a valid measure of market orientation and
analyze its effect on a business's profitability. Using a sample of 140 business units consisting of
commodity products businesses and non commodity businesses, they find a substantial positive
effect of a market orientation on the profitability of both types of businesses.

4. Despite the growing recognition in the corporate governance literature that the relationship
between ownership concentration and profitability is context dependent, this issue has not yet
been subjected to direct empirical investigation using a single...
5. That corporate insiders earn profits from stock trading does not surprise most financial
economists, but that outsiders can earn abnormal returns by using publicly available insider
trading data constitutes a serious exception to stock market efficiency. We show that this
anonally continues to exist despite the publication of studies attesting to its existence. We
suggest that the anomalous profits to outsiders are a manifestation of the size and earnings/price
ratio effects. Controlling for these factors reduces outsider profits by half; the additional
assumption of a 2% transactions cost makes outsider profits zero or negative. Insider profits from
trading in shares of their companies are also greatly reduced. Insider profits after an assumed 2%
transactions cost are a moderate 3% per annum for annual holding periods.

6. by Will Mitchell

1989 "Whether and when: Probability and timing of incumbents' entry into emerging industrial
subfields." Administrative Science Quarterly, 34: 208-230.
1991 "Dual clocks: Entry order influences on industry incumbent and newcomer market share
and survival when specialized assets retain their value." Strategic Management Journal, 12: 85-
100.
1994 "Newcomer and incumbent entry and success in new technical subfields of the medical
diagnostic imaging equipment industry, 1954-1988." In G. R. Carroll and M. T. Hannan (eds.),
Organizations in Industry: Strategy, Structure, and Selection. New York: Oxford University
Press (forthcoming). The exit of a business from a product market, whether the business is
dissolved or is sold to another company, is an important event because of its effect on the
evolution of the market. A product market is a set of goods and services that serve similar
functions, are created with the use of similar technology, and are used by similar users (see
Abell, 1980: 17). It is equivalent to a technical subfield of an industry (Mitchell, 1989) that
serves a single set of users. Business exit affects market evolution through the destruction or
retention of organizational capabilities. Two key factors that influence the likelihood that a
business will exit from a product market are business size and business age, which is the length
of time that a firm has sold goods in a particular product market.
While we understand some of the ways in which business age and size influence the likelihood
that a business will exit from a product market, several important issues remain unresolved. A
substantial body of research has investigated how business age and size affect the likelihood that
start-up firms, formed to enter a product market, will be dissolved. The most general conclusion
of this research is that the likelihood that a business will exit declines as businesses become
larger and as they age (see Jones, 1987; Singh and Lumsden, 1990). Few studies have controlled
both age and size, however, so that it is not clear that both influences have independent effects
on the dissolution rate. Moreover, start-up firms and business dissolution represent a minority of
entrants and exits in most product markets. Instead, many entrants are existing firms that already
operate businesses in other product markets (Dunne, Roberts, and Samuelson, 1988) and are
diversifying by entering a new market, while many firms end their participation in a product
market by selling their businesses to other firms (Aldrich and Auster, 1986). Although business
dissolution and divestiture patterns often differ (e.g., Freeman, Carroll, and Hannan, 1983), little
research has examined the influence of business age and size on the likelihood that a start-up
firm will sell its business to another company or the likelihood that a diversifying entrant will
shut down or sell its business. This study takes these factors into account. The analysis helps us
understand the processes by which organizational capabilities are retained within a product
market as diversifying entrants and start-up firms age and grow. In clarifying these processes, the
paper explores the interrelationship of economic, ecological, and evolutionary explanations for
business survival, which together form the basis of an organizational economic process of
business strategy.

BACKGROUND
Comparing and contrasting the effects of business age and size on the dissolutions and
divestitures of start-up firms and diversifying entrants helps us understand how organizational
capabilities are retained within a product market. Theorists in many fields view businesses as
bundles of productive capabilities embodied in organizational routines (e.g., Penrose, 1959;
Cyert and March, 1963; Stinchcombe, 1965; Hannan and Freeman, 1977), which are patterns of
activity unique to the particular organizations in which they are found (Winter, 1990). Routine-
based capabilities are found within R&D and engineering activities, supply management
systems, production processes, sales and service systems, financial structures, management
systems, and other organizational processes. Nelson and Winter (1982: 277) argued that a market
system acts as a device for conducting and evaluating experiments in economic organization.
Entrants commonly introduce new capabilities that differ substantially from existing capabilities
of product market incumbents (Schumpeter, 1934; Tushman and Anderson, 1986). Entry by
start-up firms and diversifying entrants represents two forms of experiments by which new
capabilities are introduced into a product market, because start-up firms sometimes develop
routines that are new to competitive practice, and diversifying entrants often adapt routines from
other industrial contexts.
Business dissolution and divestiture represent distinctly different organizational outcomes in
terms of organizational capabilities. Business dissolution refers to single 0business...

7. Kevin M. Murphy, Andrei Shleifer and Robert Vishny

The Quarterly Journal of Economics, Vol. 104, No. 3 (Aug., 1989), pp. 537-564
When world trade is costly, a country can profitably industrialize only if its domestic
markets are large enough. In such a country, for increasing returns technologies to break even,
sales must be high enough to cover fixed setup costs. We suggest two conditions conducive to
industrialization. First, a leading sector, such as agriculture or exports, must grow and provide
the source of autonomous demand for manufactures. Second, income generated by this leading
sector must be broadly enough distributed that it materializes as demand for a broad range of
domestic manufactures. These conditions have been important in several historical growth
episodes.

Literature of store location:

1. This study examines how various characteristics of retail environments influence
consumers’ emotional responses in the shopping environment, and how these
emotions, in turn, influence consumers’ store attitudes. It also supplements emerging
 research on in-store emotions by identifying through ethnographic interviews emotions
generated in the retail shopping environment that are not typically tapped by standard
inventories of general human emotions. The data, collected from a sample of 294
consumers in Korea, indicate that store characteristics have a pronounced effect on
consumers’ in-store emotions, and that these emotional experiences serve as critical
mediators in the store characteristics–store attitudes relationship. The implications of
this research for future work on the retail environment and consumers’ emotional
responses are discussed.

2. Location selection plays a very prominent role in retailing due to its high and long-
term investments. It is very difficult to make up once an inappropriate convenience
store (CVS) location has been established. The conventional approaches to location
selection can only provide a set of systematic steps for problem-solving without
considering the relationships between the decision factors globally. Therefore, this
study aims to develop a decision support system for locating a new CVS. The
proposed system consists of four components: (1) hierarchical structure development
for fuzzy analytic hierarchy process (fuzzy AHP), (2) weights determination, (3) data
collection, and (4) decision making. In the first component, the hierarchical structure
of fuzzy AHP is formulated by reviewing the related references and interviewing the
retailing experts. Then, a questionnaire survey is conducted to determine the weight of
each factor in the second component, while the corresponding data are collected
through some government publications and actual investigation. Finally, a feedforward
neural network with error back-propagation (EBP) learning algorithm is applied to
study the relationship between the factors and the store performance. The results show
that proposed system is able to provide more accurate result than regression model in
accuracy.

3. Retail stores are segmented using socioeconomic characteristics of the trade area, and
it is shown that the effects of store environment on store performance vary across
segments. Store performance is measured by a market-based measure—sales and a
productivity-based measure—sales per square feet. The internal store environment
includes the number of checkout counters per square foot of selling area, the number
of nongrocery products sold (extent of scrambled merchandising), whether the store at
least doubles manufacturers coupons, whether there is a banking facility, and whether
the store is open for 24 hours. The external store environment includes the type of
neighborhood it is located in. A methodology for predicting store performance (for
existing and new stores) based on the type of environment and store location by using
aggregate secondary data is demonstrated. The proposed models are estimated and
validated using Market Metrics geodemographic data for 646 grocery stores provided
by A.C. Nielsen. It is shown how the findings of this retail environment study can be
 used to offer guidelines to retailers for attaining desired levels of sales and sales per
square feet by using readily available data.

4. The presence of demand interrelationships among substitute and complementary goods

in retail stores was demonstrated by Mulhern in 1989 and was extended by Walters in
1991. Retail pricing strategies should incorporate such demand interdependencies to
maximize store profitability. The authors review multiple-product pricing and develop
a theoretical framework for retail pricing and promotion policies based on the implicit
price bundling of related products. They empirically calibrate how the regular and deal
prices of individual brands influence the sales of substitute and complementary items.
More important, they demonstrate how retailers can maximize profitability by
exploiting the interdependencies in demand that are present among retail products.

5. Background

The purpose of this study was to examine whether the characteristics of retail food
stores where African-American women shopped mediated the association between
their income and intake of fruits and vegetables. Food store characteristics included
store type (supermarket, specialty store, limited assortment store, independent grocer),
store location (suburbs, city of Detroit), and perceptions of the selection/quality and
affordability of fresh produce for sale.

6. Methods

The analysis drew upon data from a probability sample of 266 African-American
women living in 2001 in eastside Detroit, which had no supermarkets. Structural
equation modeling was used to calculate a path model of direct and indirect effects.

7. Results

Women shopping at supermarkets and specialty stores consumed fruit and vegetables
more often, on average, than those shopping at independent grocers. More positive
perceptions of the selection/quality, but not affordability, of fresh produce at the retail
outlet where they shopped was positively associated with intake, independent of store
type and location as well as age, per capita income, and years of education. The results
suggested an indirect association between income and fruit and vegetable intake;
women with higher per capita incomes were more likely to shop at supermarkets than
at other grocers, which in turn was associated with intake.

8. Conclusions

Previous studies have shown that few supermarkets are located in the city of Detroit, a
symptom of economic divestment over the past several decades. Results of this study
suggest this may have negative implications for dietary quality, particularly among
lower-income women.
Literature of Promotion:

1 Sunil Gupta
Journal of Marketing Research, Vol. 25, No. 4 (Nov., 1988), pp. 342-355
The effectiveness of a sales promotion can be examined by decomposing the sales
"bump" during the promotion period into sales increase due to brand switching, purchase time
acceleration, and stockpiling. The author proposes a method for such a decomposition whereby
brand sales are considered the result of consumer decisions about when, what, and how much to
buy. The impact of marketing variables on these three consumer decisions is captured by an
Erlang-2 interpurchase time model, a multinomial logit model of brand choice, and a cumulative
logit model of purchase quantity. The models are estimated with IRI scanner panel data for
regular ground coffee. The results indicate that more than 84% of the sales increase due to
promotion comes from brand switching (a very small part of which may be switching between
different sizes of the same brand). Purchase acceleration in time accounts for less than 14% of
the sales increase, whereas stockpiling due to promotion is a negligible phenomenon accounting
for less than 2% of the sales increase.

2 Robert C. Blattberg, Richard Briesch and Edward J. Fox

Marketing Science, Vol. 14, No. 3, Part 2 of 2: Special Issue on Empirical Generalizations in
Marketing (1995), pp. G122-G132

By synthesizing findings across the sales promotion literature, this article helps the reader
understand how promotions work. We identify and explain empirical generalizations related to
sales promotion; that is, effects that have been found consistently in multiple studies involving
different researchers. We also identify issues which have generated conflicting findings in the
research, as well as important sales promotion topics that have not yet been studied. This
overview of the research and findings from the sales promotion literature is intended to offer
direction for future research in the area.

3 Scott A. Neslin, Caroline Henderson and John Quelch

Marketing Science, Vol. 4, No. 2 (Spring, 1985), pp. 147-165
One potential consequence of consumer promotions is the acceleration of consumer
category purchases. Purchase acceleration can assume two forms: purchasing of a larger quantity
or shortening of interpurchase time. This research presents an analytical framework for
measuring purchase acceleration, and applies that framework to the analysis of two product
classes. The effects of coupons, manufacturer and retailer advertising, and price cuts are
examined. Different market segments and loyalty groups are also compared in terms of the
degree of purchase acceleration exhibited.

4 Pierre Chandon, Brian Wansink and Gilles Laurent

The Journal of Marketing, Vol. 64, No. 4 (Oct., 2000), pp. 65-81
Are monetary savings the only explanation for consumer response to a sales promotion? If not,
how do the different consumer benefits of a sales promotion influence its effectiveness? To
address the first question, this research builds a framework of the multiple consumer benefits of a
sales promotion. Through a series of measurement studies, the authors find that monetary and
nonmonetary promotions provide consumers with different levels of three hedonic benefits
(opportunities for value expression, entertainment, and exploration) and three utilitarian benefits
(savings, higher product quality, and improved shopping convenience). To address the second
question, the authors develop a benefit congruency framework, which argues that a sales
promotion's effectiveness is determined by the utilitarian or hedonic nature of the benefits it
delivers and the congruence these benefits have with the promoted product. Among other results,
two choice experiments show that, as predicted for high-equity brands, monetary promotions are
more effective for utilitarian products than for hedonic products. The authors then discuss the
implications of the multibenefit and the benefit congruency frameworks for understanding
consumer responses to sales promotions, reexamining the value of everyday-low-price policies,
and designing more effective sales promotions.

5 Carl F. Mela, Sunil Gupta and Donald R. Lehmann

Journal of Marketing Research, Vol. 34, No. 2 (May, 1997), pp. 248-261

The authors examine the long-term effects of promotion and advertising on consumers'
brand choice behavior. They use 8 1/4 years of panel data for a frequently purchased packaged
good to address two questions: (1) Do consumers' responses to marketing mix variables, such as
price, change over a long period of time? (2) If yes, are these changes associated with changes in
manufacturers' advertising and retailers' promotional policies? Using these results, the authors
draw implications for manufacturers' pricing, advertising, and promotion policies. The authors
use a two-stage approach, which permits them to assess the medium-term (quarterly) effects of
advertising and promotion as well as their long-term (i.e., over an infinite horizon) effects. Their
results are consistent with the hypotheses that consumers become more price and promotion
sensitive over time because of reduced advertising and increased promotions.

6 Rockney G. Walters
The Journal of Marketing, Vol. 55, No. 2 (Apr., 1991), pp. 17-28
 The author investigates the impact of retail price promotions on consumer purchasing
patterns and the performance of competing retailers. A conceptual framework for retail
promotional effects that includes brand substitution effects, interstore sales displacements, and
the effects of promotions on complementary goods is developed. The framework is tested with
store-level scanner data. Results are generally supportive of the framework and show that retail
price promotions created significant complementary and substitution effects within the store.
Interstore promotional effects also were detected in several cases as the promotions of products
in one store significantly decreased sales of substitutes and complements in a competing store.
Implications of the results for retail and manufacturer promotional strategies are discussed and
several directions for future research are offered.

7 Kapil Bawa and Robert W. Shoemaker

The Journal of Marketing, Vol. 53, No. 3 (Jul., 1989), pp. 66-78
Several authors have noted that the profitability of a coupon promotion depends on the
incremental sales generated by the coupon. However, most prior research on coupon promotions
has focused on redemption rates and little is known about the characteristics of households that
make incremental purchases. The authors develop and test several hypotheses about the
characteristics of households that make incremental purchases in response to a direct mail
coupon promotion. For the product tested, coupons produced greater incremental sales among
households that were larger, more educated, and were homeowners. The findings suggest that
directing coupons to the most responsive market segments can increase profits significantly.

8 Kamel Jedidi, Carl F. Mela and Sunil Gupta

Marketing Science, Vol. 18, No. 1 (1999), pp. 1-22

In recent years, manufacturers have become increasingly disposed toward the use of sales
promotions, often at the cost of advertising. Yet the long-term implications of these changes for
brand profitability remain unclear. In this paper, we seek to offer insights into this important
issue. We consider the questions of i) whether it is more desirable to advertise or promote, ii)
whether it is better to use frequent, shallow promotions or infrequent, deep promotions, and iii)
how changes in regular prices affect sales relative to increases in price promotions. Additional
insights regarding brand equity, the relative magnitude of short- and long-term effects, and the
decomposition of advertising and promotion elasticities across choice and quantity decisions are
obtained. To address these points, we develop a heteroscedastic, varying-parameter joint probit
choice and regression quantity model. Our approach allows consumers' responses to short-term
marketing activities to change in response to changes in marketing actions over the long term.
We also accommodate the possibility of competitive reactions to policy changes of a brand. The
model is estimated for a consumer packaged good category by using over eight years of panel
data. The resulting parameters enable us to assess the effects of changes in advertising and
promotion policies on sales and profits. Our results show that, in the long term, advertising has a
positive effect on "brand equity" while promotions have a negative effect. Furthermore, we find
price promotion elasticities to be larger than regular price elasticities in the short term, but
smaller than regular price elasticities when long-term effects are considered. Consistent with
previous research, we also find that most of the effect of a price cut is manifested in consumers'
brand choice decisions in the short term, but when long-term effects are again considered, this
result no longer holds. Last, we estimate that the long-term effects of promotions on sales are
negative overall, and about two-fifths the magnitude of the positive short-term effects. Finally,
making reasonable cost and margin assumptions, we conduct simulations to assess the relative
profit impact of long-term changes in pricing, advertising, or promotion policies. Our results
show regular price decreases to have a generally negative effect on the long-term profits of
brands, advertising to be profitable for two of the brands, and increases in price promotions to be
uniformly unprofitable.

9 Eitan Gerstner and James D. Hess

The American Economic Review, Vol. 81, No. 4 (Sep., 1991), pp. 872-886
Manufacturers can stimulate sales by a temporary wholesale price reduction for the
retailer, a rebate directed toward consumers, or a combination of both. The trade-offs between
these price promotions are analyzed, providing insights about their roles, profitability, and
welfare properties. Retailers' rebates are also studied. While price discrimination is a common
explanation for rebates to consumers, when a product is sold through a distribution channel, the
manufacturer may also use rebates to motivate retail participation in the promotion. This explains
why rebates may be offered even when all consumers use them and price discrimination does not
occur.

10 Praveen K. Kopalle, Carl F. Mela and Lawrence Marsh

Marketing Science, Vol. 18, No. 3, Special Issue on Managerial Decision Making (1999), pp.
317-332
Baseline sales measure what retail sales would be in the absence of a promotion
(Abraham and Lodish 1993), and models that measure baseline sales are widely used by
managers to assess the profitability of promotions (Bucklin and Gupta 1999-this issue).
Estimates of baseline sales and promotional response are typically independent of past
promotional activity, even though there is evidence to suggest that increased discounting reduces
off-promotion sales and increases the percentage of purchases made on deal (e.g., Krishna 1994).
As a result, models that do not consider dynamic promotional effects can mislead managers to
overpromote. Given the widespread use of "static" models to evaluate the efficacy of promotions,
it is particularly desirable to calibrate a dynamic brand sales model and use it to establish an
optimal course of action. Accordingly, we develop a descriptive dynamic brand sales model and
use it to determine normative price promotion strategies. Our descriptive approach consists of
estimating a varying-parameter sales response model. Letting model parameters vary with past
discounting activity accommodates the possibility that market response changes with firms'
discounting policies. In the normative model, we use the estimates obtained in the descriptive
model to determine optimal retailer and manufacturer prices over time. The results of the
descriptive model indicate that promotions have positive contemporaneous effects on sales
accompanied by negative future effects on baseline sales. The results of the normative model
suggest that the higher-share brands in our data tend to overpromote while the lower-share
brands do not promote frequently enough. We project that the use of our model could improve
manufacturers' profits by as much as 7% to 31%. More generally, the normative results indicate
that i) if deals become more effective in the current period, i.e., if consumers are more price
sensitive, promotions should be used more frequently; and ii) as the negative dynamic effect of
discounts on sales increases, the optimal level of discounting should go down. Without our
approach, it would be difficult to make this trade-off exact. Finally, we demonstrate that these
dynamic effects provide another perspective to the marketing literature regarding the existence of
promotions.

11 João L. Assunção and Robert J. Meyer

Management Science, Vol. 39, No. 5 (May, 1993), pp. 517-535
We explore the rational effect of price variation on sales and consumption in markets
where consumers are uncertain about the future price of goods. We first derive an optimal
ordering policy which expresses the amount a consumer should purchase and consume in a given
period as a function of the observed price of the good, the distribution of future prices, and the
nature of his or her inventory. This policy extends previous normative models of inventory
control, such as those by Golabi (1985) and Kalymon (1970) to the case where the amount to
consume in a given period is an explicit decision variable and prices follow a first-order
stochastic process. We then use this model to explore how changes in the long-run frequency and
temporal correlations of price promotions should normatively affect the contemporaneous
relationship between purchase, consumption and price. Among the predictions which follow
from the model are that consumption should rationally increase with the size of existing
inventories, the short-term sensitivity of sales to prices should be greater than that of
consumption to price, and this discrepancy increases with decreases in the temporal correlation
of price deals and the long-term relative frequency of price deals.
Descriptive Analysis

Frequency Table
 Statistics

Units sold in Age of store

Market size thousands Promotion location

N Valid 532 532 532 532

Missing 0 0 0 0

Mean 2.47 51.9702 2.03 8.25

Median 3.00 51.3000 2.00 7.00

Mode 3 36.19a 2 1

Std. Deviation .762 10.25809 .804 5.731

Minimum 1 25.90 1 1

Maximum 3 82.32 3 25

a. Multiple modes exist. The smallest value is shown

Market size

Cumulative
Frequency Percent Valid Percent Percent

Valid Small 88 16.5 16.5 16.5

Medium 104 19.5 19.5 36.1

Large 340 63.9 63.9 100.0

Total 532 100.0 100.0

 Units sold in thousands

Cumulative
Frequency Percent Valid Percent Percent

Valid 25.9 1 .2 .2 .2

28.61 1 .2 .2 .4

31.06 1 .2 .2 .6

31.27 1 .2 .2 .8

31.58 1 .2 .2 .9

31.86 1 .2 .2 1.1

31.98 1 .2 .2 1.3
Promotion
32.06 1 .2 .2 1.5
Frequency Percent Valid Percent Cumulative
33.32 1 .2 .2 1.7
Percent

Valid 34.21
1 1
164 .2
30.8 .2
30.8 1.930.8

34.23
2 1
188 .2
35.3 .2
35.3 2.166.2

34.28
3 1
180 .2
33.8 .2
33.8 2.3
100.0
34.63
Total 1
532 .2
100.0 .2
100.0 2.4

35.12 1 .2 .2 2.6

35.26 1 .2 .2 2.8

35.27Age of store location

1 .2 .2 3.0
Freque Perce
35.32 1Valid Cumulativ
.2 .2 3.2
ncy nt Percent e Percent
35.62 1 .2 .2 3.4
Vali 1 56 10.5 10.5 10.5
35.63 1 .2 .2 3.6
d 2 32 6.0 6.0 16.5
35.75 1 .2 .2 3.8
3 28 5.3 5.3 21.8
36 1 .2 .2 3.9
4 40 7.5 7.5 29.3
36.01 1 .2 .2 4.1
5 44 8.3 8.3 37.6
36.07 1 .2 .2 4.3
6 52 9.8 9.8 47.4
36.11 1 .2 .2 4.5
7 36 6.8 6.8 54.1
36.18 1 .2 .2 4.7
8 32 6.0 6.0 60.2
36.19 2 .4 .4 5.1
9 12 2.3 2.3 62.4
36.39 1 .2 .2 5.3
10 40 7.5 7.5 69.9
36.45 2 .4 .4 5.6
11 32 6.0 6.0 75.9

12 20 3.8 3.8 79.7

 Age of store location

13 16 3.0 3.0 82.7

15 24 4.5 4.5 87.2

16 8 1.5 1.5 88.7

17 8 1.5 1.5 90.2

18 24 4.5 4.5 94.7

20 8 1.5 1.5 96.2

Interpretation
As shown in the above mentions frequency distribution tables. We make relationships of
different variables. In each and every table above shown there is no missing and wrong only the
100 percentage of valid entries in this test of SPSS software. In market size variable we noticed
that most respondents gave the answer of large size market. In the promotion question most
people gave the answer in “YES”.
In above statistics respondents showed 100% response. So, both the percent and valid percent
column show same statistics. Above frequency table shows, each independent variable leads a
positive change in dependant up to a great extent. It is confirmed that sales are increasing with
the mention independent variables when we want to sell a product.

Bar charts
Interpretation
As clearly shown in the figures that every possible positive answer given by the respondents of
this study. As there is no missing value related to this research material given in the sample file
of SPSS software. So the Bar charts have shown the valid values in the form of columns. In
every variable there is clearly difference between the positive and negative answer in this file so
the most percentage is of positive answer.

This bar chart shows the clear picture about unit sale condition. We are taking age of store
location, promotion and market size along x-axis and unit of sale in thousands along y-axis.

Box Plot
Interpretation
In above figure of box plot show that there exists relation between unit sales in thousands and
markets size as each median varies. The whiskers indicate the expected range of sales figure. The
figure shows highest whiskers (large market) is obtained by 80 thousands of sales. Sales outside
this range are considered usually high or low, are shown above and below whiskers with circles
or without circles. So it is clearly shown that large market having large scale for sales in a
particular market. And the same case with the promotion of a product. Promotion of a product
brings a product toward top level and promotion of product can lead it down. This theoretical
data also proved by box plot 1. Because dependent variable is always at Y-axis and independent
variable is at y-axis.
Histogram
Interpretation

This histogram shows frequency distribution of previous experiences. This shape of histogram
reveals that it not a bell shape so it is not normal distribution. As, Head of shape show higher
values and tail represent extremely low values. There are total 532 respondents with standard
deviation of 5.731 and mean of 8.25. The highest value is 55 according to the age of store
location. Which is taken at X-axis and default variable already given by SPSS software at y-axis
In this study we have taken some variable to check their impact on unit sales of a product. After
study all the dependent and independent variable we have concluded that all the independent
variables has a positive effects on dependent variable because with the increase in all
independent variables especially promotion of a product , age of store location and market size
unit sold of a product also increases. All these results are derived from articles previously
studied and our own experiences.

The views about this article are taken from Google scholars and other business relating sites as
well. Theory proved that with the increase of independent variables there is a dramatically
change in dependant variable which is unit sold of a product.
 • http://www3.interscience.wiley.com/journal/114071081/abstract?
CRETRY=1&SRETRY=0

• http://linkinghub.elsevier.com/retrieve/pii/S037722170400044X

• http://www.jstor.org/stable/2117452

• Shey-Huei Sheu , ,a
and Yu-Hung Chienb
• a
Department of Industrial Management, National Taiwan University of Science and Technology,
• 43 Keelung Road, Section 4, Taipei 106, Taiwan
• b
Department of Statistics, National Taichung Institute of Technology, 129 Sanmin Road,
• Taichung 404, TaiwanReceived 19 August 2002; accepted 6 June 2003.
• Available online 10 March 2004.
• Testing for Price Anomalies in Real-Estate Auctions
Orley Ashenfelter and David Genesove
American Economic Review, Vol. 82, No. 2, Papers and Proceedings of the Hundred and Fourth
Annual Meeting of the American Economic Association (May, 1992), pp. 501-505
(article consists of 5 pages)

• J. Edward Russo
Journal of Marketing Research, Vol. 14, No. 2 (May, 1977), pp. 193-201
(article consists of 9 pages)