Implementing and evaluating SilverScreener: A marketing management support system for movie exhibitors

被引:30
作者
Eliashberg, J [1 ]
Swami, S
Weinberg, CB
Wierenga, B
机构
[1] Univ Penn, Wharton Sch, Philadelphia, PA 19104 USA
[2] Indian Inst Technol, Dept Ind & Management Engn, Kanpur 208016, Uttar Pradesh, India
[3] Univ British Columbia, Fac Commerce & Business Adm, Vancouver, BC V6T 1Z2, Canada
[4] Erasmus Univ, Rotterdam Sch Management, Ctr Informat Technol Mkt, NL-3000 DR Rotterdam, Netherlands
关键词
industries; recreation-sports; decision analysis; applications;
D O I
10.1287/inte.31.3s.108.9685
中图分类号
C93 [管理学];
学科分类号
12 ; 1201 ; 1202 ; 120202 ;
摘要
Every Monday morning, Pathe Theaters in the Netherlands decides which movies in its cinemas to retain and which to replace. It must choose replacement movies from those available at that time. We implemented the SilverScreener model, a mathematical-programming system [Swami, Eliashberg, and Weinberg 1999] to help Pathe managers make those decisions for one six-screen theater and tested its performance against the performance of two unaided similar multiscreen cinemas. Using Pathe's historical data, managerial judgment, and theater-specific factors, we developed an attendance-forecasting system. While a fully controlled experiment was not possible, the revenues at the theater using the SilverScreener recommendations were higher than those at the two comparable theaters. Managerial attitudes towards the modeling system improved after implementation of SilverScreener.
引用
收藏
页码:S108 / S127
页数:20
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