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We examine the basic premise that consumers may anticipate future promotions and adjust their purchase behavior accordingly. We develop a structural model of households who make purchase decisions to minimize their expenditure over a finite period. The model allows for future expectations of...
Order of entry has been demonstrated to have a significant effect on market share. A number of explanations for this effect have been suggested in the marketing and strategy literatures. To date, the market share advantage gained by pioneers has typically been treated as a main effect—an...
In this paper we develop a general class of dynamic brand choice models, called Lightning Bolt (LB) models, which are consistent with the theory of random utility maximization of consumer choice behavior. The underlying random utility process is Markov, and the inter-temporal evolution of the...
The advent of optical scanning devices and decreases in the cost of computing power have made it possible to assemble databases with sales and marketing mix information in an accurate and timely manner. These databases enable the estimation of demand functions and pricing/promotion decisions in...
The issue of consumer heterogeneity in discrete choice analysis has been attracting much attention recently. Research has suggested that heterogeneity can result in biased parameter estimates which, in turn, can lead to incorrect conclusions. Among the many methods proposed in the literature to...
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