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Consumers have shifted their consumption of online content dramatically from websites that they browse from a personal computer to apps that they use on mobile devices. Marketers have moved with the eyeballs, particularly since people use their smartphones much of the day and carry them wherever...
Persistent link: https://www.econbiz.de/10014034988
“Equipment as a service” is perhaps one of the most drastic examples of usage-based business model innovation (BMI) in the field today. To date, a systematic analysis of this phenomenon is lacking. This study aims to close this gap and develops a primer for usage-based BMI. Drawing on BMI...
Persistent link: https://www.econbiz.de/10013242035
To analyze consumers' purchase behavior and a firm's subsidy decision and profit under a trade-in program with a limited promotion period, this work builds a baseline model assuming that consumers are myopic, followed by a two-stage model for strategic consumers as an extension. Finally, this...
Persistent link: https://www.econbiz.de/10012955987
Retailers often offer price and quantity promotions to customers during clearance sales. In a price promotion, they offer discounted unit prices. In a quantity promotion, they usually offer a buy-one-get-one free (BOGO) or buy-two-get-one free (BTGO) policy. Under BOGO, customers buying one unit...
Persistent link: https://www.econbiz.de/10013236630
The authors put forward a sales response model to explain the differences in immediate and dynamic effects of promotional prices and regular prices on sales. The model consists of a vector autoregression rewritten in error-correction format which allows to disentangle the immediate effects from...
Persistent link: https://www.econbiz.de/10014027477
The purpose of this chapter is to discuss how regulatory focus theory, a theory of motivation and self-regulation, can be drawn upon to explain a variety of consumer decision making phenomena. We briefly review the major tenets of the theory, which proposes a fundamental distinction between two...
Persistent link: https://www.econbiz.de/10014029073
Marketing researchers have traditionally modeled sales promotions by introducing a sales promotion dummy variable (sometimes accompanied by its interaction with prices) in the indirect utility specification. This approach has been useful in reproducing consumers' response to sales promotions but...
Persistent link: https://www.econbiz.de/10013138938
We investigate the impact of store capacity and extent of inter-product substitution in a retailer's assortment on the optimal timing and depth of price promotions using a two step approach. First, a survey of price promotions within the shampoo and detergent assortments of four mass-market...
Persistent link: https://www.econbiz.de/10013118111
This paper examines the optimal sequencing of sales in the presence of network externalities. A firm sells a good to a group of consumers whose payoff from buying is increasing in total quantity sold. The firm selects the order to serve consumers so as to maximize expected sales. It can serve...
Persistent link: https://www.econbiz.de/10013072044
This paper examines the optimal sequencing of sales in the presence of network externalities. A firm sells a good to a group of consumers whose payoff from buying is increasing in total quantity sold. The firm selects the order to serve consumers so as to maximize expected sales. It can serve...
Persistent link: https://www.econbiz.de/10013072911