Abstract A brand choice model that incorporates both reference and observed prices is proposed for frequently purchased products. The composed of a probability-of-purchase component reference-price-formation component. Empirical testing the using coffee UPC scanner panel data demonstrates two three brands, predicts probability purchase better than do standard demand models utilize only current prices.

The essence of the information technology revolution and, in particular, World Wide Web is opportunity afforded companies to choose how they interact with their customers. allows build better relationships customers than has been previously possible offline world. This customer relationship management (CRM) referred as new mantra marketing. However, a problem that CRM means different things people. article develops comprehensive model incorporating seven phases: database creation, analysis...

Considerable theoretical justification for consumers' use of psychological reference points exists from the research literature. From a managerial perspective, one most important applications this concept is price, an internal standard against which observed prices are compared. In paper, we propose three empirical generalizations that well-supported in marketing First, there ample evidence consumers making brand choices. Second, results on pricing also support generalization rely past as...

The authors examine the influence of customer future-focused considerations, over and above effects satisfaction, on customer's decision to discontinue a service relationship. find that expected future use anticipated regret this decision. Understanding managing these considerations is critical successful dynamic relationship management.

Although many mechanisms exist for the evaluation of new products, none have specifically examined role that financial markets can play in measuring impact products on firms. Using traditional event-study methodology, present research provides a market-based analysis product introductions market value Copyright 1991 by University Chicago Press.

Applications of random utility models to scanner data have been widely presented in marketing for the last 20 years. One particular problem with these applications is that they ignored possible correlations between independent variables deterministic component (price, promotion, etc.) and stochastic or error term. In fact, marketing-mix variables, such as price, not only affect brand purchasing probabilities but are themselves endogenously set by managers. This work tests whether endogeneity...

The authors explore product category and customer characteristics that affect consumers’ likelihood of engaging in unplanned purchases. In addition, they examine consumer activities can exacerbate or limit these effects. employ a hierarchical modeling approach to test their hypotheses using data set in-store intercept interviews conducted with 2300 consumers across 28 stores. results show characteristics, such as purchase frequency displays, household size gender, decision making. Moreover,...

Journal Article An Empirical Analysis of Internal and External Reference Prices Using Scanner Data Get access Glenn E. Mayhew, Mayhew Search for other works by this author on: Oxford Academic PubMed Google Scholar Russell S. Winer Consumer Research, Volume 19, Issue 1, June 1992, Pages 62–70, https://doi.org/10.1086/209286 Published: 01 1992 history Received: November 1990 Revision received: September 1991

In the past decade, there has been a tremendous increase in use of neurophysiological methods to better understand marketing phenomena among academics and practitioners. However, value these predicting advertising success remains underresearched. Using unique experimental protocol assess responses 30-second television ads, authors capture many measures effectiveness across six commonly used (traditional self-reports, implicit measures, eye tracking, biometrics, electroencephalography,...

Journal Article An Empirical Analysis of Price Endings with Scanner Data Get access Mark Stiving, Stiving Search for other works by this author on: Oxford Academic PubMed Google Scholar Russell S. Winer Consumer Research, Volume 24, Issue 1, June 1997, Pages 57–67, https://doi.org/10.1086/209493 Published: 01 1997 history Received: 1995 Revision received: November 1996

Journal Article The Influence of Purchase Quantity and Display Format on Consumer Preference for Variety Get access Itamar Simonson, Simonson Search other works by this author on: Oxford Academic PubMed Google Scholar Russell S. Winer Research, Volume 19, Issue 1, June 1992, Pages 133–138, https://doi.org/10.1086/209292 Published: 01 1992 history Received: November 1990 Revision received: October 1991

Companies spend millions of dollars on advertising to boost a brand's image and simultaneously promotion that many believe calls attention price erodes brand equity. We this paradoxical situation exists because both are necessary compete effectively in dynamic markets. Consequently, managers need account for interactions between marketing activities among competing brands. By recognizing interaction effects activities, can consider interactivity trade-offs planning the marketing-mix...

<h3>ABSTRACT</h3> In this paper, we attempt to empirically determine the factors that drive traffic and brand equity in internet space. Even 2002 with bubble burst, many companies are still turning web interact current customers reach new markets. These need know if traditional theories linking advertising, store visits, sales supported a they move online, using technology-based as primary marketplace.

This paper describes a phenomenon called “locally rational” decision-making, in which the mere presence of information may have dysfunctional consequences even if decision makers do not process incorrectly. Using results from an experiment conducted with strategic market simulation game, we find that accessibility disposition to focus on those components decision-making most clearly addressed by information. If these are closely tied success, overall performance fact suffer. The is thus...

Although considerable research has been conducted on optimal pricing policies for manufacturers, relatively little work done how price enters the consumer choice process. In this paper, a model is developed durables purchasing which integrates both economic and behavioral by specifying vector of five concepts affect behavior. Of particular interest are variables relating to future expectations. Due data limitations, revised estimated results provide preliminary support general model.

Word-of-mouth (WOM) plays an increasingly important role in shaping consumers' attitudes and buying behaviors. Prior work marketing has mainly focused on the aggregate impact of WOM product sales as well generation WOM. Very little attention been paid to consumption or usage In this paper, utilizing a unique data set that collects information from automobile category whether consumer generates others uses for making purchase decisions, we build discrete-choice model study decisions...

The growth of the “social” Web has resulted in enormous what is referred to as user-generated content, or UGC. UGC takes form product reviews, descriptions usage, “homemade advertising,” blogs, and other consumer-initiated contributions. Following a research competition cosponsored by Marketing Science Institute Wharton Interactive Media Initiative (now known Customer Analytics Initiative), call for papers special issue 69 submissions. Of these, eight were accepted, covering range issues...