In spite of the high financial stakes involved in marketing new motion pictures, marketing science models have not been applied to the prerelease market evaluation of motion pictures. The motion picture industry poses some unique challenges. For example, the consumer adoption process for movies is very sensitive to word- of-mouth interactions, which are difficult to measure and predict before the movie has been released. In this article, we undertake the challenge to develop and implement MOVIEMOD-a prerelease market evaluation model for the motion picture industry. MOVIE- MOD is designed to generate box-office forecasts and to support marketing decisions for a new movie after the movie has been produced (or when it is available in a rough cut) but before it has been released. Unlike other forecasting models for motion pictures, the calibration of MOVIEMOD does not require any actual sales dab. Also, the data collection time for a product with a limited lifetime such as a movie should not take too long. For MOVIEMOD it takes only three hours in a "consumer clinic" to collect the data needed for the prediction of box-office sales and the evaluation of alter- native marketing plans. The model is based on a behavioral representation of the consumer adoption process for movies as a macroflow process. The heart of MOVIEMOD is an interactive Markov chain model describing the macro-flow process. According to this model, at any point in time with respect to the movie under study, a consumer can be found in one of the following behavioral states: undecided, considerer, rejecter, positive spreader, negative spreader, and inactive. The progression of consumers through the behavioral states depends on a set of movie-specific factors that are related to the marketing mix, as well as on a set of more general behavioral factors that characterize the movie-going behavior in the population of interest.

MOVIEMOD, Markov chains, business forecasting, business planning, consumer behavior, decision making, decision support, finance, motion pictures, new products, physical distribution of goods, pretest market evaluation
hdl.handle.net/1765/12496
ERIM Top-Core Articles
Marketing Science: the marketing journal of INFORMS
Erasmus Research Institute of Management

Eliashberg, J, Jonker, J-J, Sawhney, M.S, & Wierenga, B. (2000). MOVIEMOD: An implementable Decision-Support System for Prelease Market Evaluations of Motion Pictures. Marketing Science: the marketing journal of INFORMS, 19(3), 226–243. Retrieved from http://hdl.handle.net/1765/12496