This paper empirically examines models of replacement sales for six electronic consumer durables - TVs, VCRs, DVD players, Digital Cameras, personal and notebook computers - using data from a large survey of 8077 German households. A new replacement model is developed that fits the empirical...

Why is understanding replacement purchases of consumer durables so important? It is the sales of replacement units that will ensure their long-term success. Replacement sales account for more than 75% of total sales for many durables (Islam and Meade 2000). Thus, the accurate modeling of...

Sales in consumer durable goods categories are dominated by repeat purchases. Managers are particularly interested to know: Which consumers can be encouraged to make earlier repeat purchases? When are they likely to purchase? What factors drive their purchases? We, the authors, make three...