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Direct regression, reverse regression, and covariance structure analysis

Fornell, Claes; Rhee, Byong-Duk; Yi, Youjae - 1991

This paper discusses the issues in estimating the effects of marketing variables with linear models. When the variables …

Persistent link: https://www.econbiz.de/10009476756

Accommodating the effects of brand unfamiliarity in the multidimensional scaling of preference data

Chatterjee, Rabikar; DeSarbo, Wayne S. - 1992

This paper presents a multidimensional scaling (MDS) methodology (vector model) for the spatial analysis of preference data that explicitly models the effects of unfamiliarity on evoked preferences. Our objective is to derive a joint space map of brand locations and consumer preference vectors...

Persistent link: https://www.econbiz.de/10009476757

Preference aggregation and repeat buying in households

Gupta, Sunil; Steckel, Joel H. - 1993

Marketing researchers have long used brand switching analyses and Markov transition matrices to gain insights into … in a panel. Our results show that marketing scientists have the potential to learn and test more hypotheses about the …

Persistent link: https://www.econbiz.de/10009476758

Game theoretic derivations of competitive strategies in conjoint analysis

Choi, S. Chan; DeSarbo, Wayne S. - 1993

While conjoint analysis has been applied in a wide variety of different contexts in Marketing, most applications fail …

Persistent link: https://www.econbiz.de/10009476759

Managerial judgment and forecast combination: An experimental study

Gupta, Sunil - 1994

This paper examines the role of managerial judgment in forming a final forecast, or judging the achievability of a critical level of sales, when multiple forecasts or opinions are available to the decision maker. Several factors that can help improve the quality of human intervention are...

Persistent link: https://www.econbiz.de/10009476760

Dynamic Pricing of Limited Inventories When Customers Negotiate

Ahn, Hyun-Soo - 2010

Although take-it-or-leave-it pricing is the main mode of operation for many retailers, a number of retailers discreetly allow price negotiation when some haggle-prone customers ask for a bargain. At these retailers, the posted price, which itself is subject to dynamic adjustments in response to...

Persistent link: https://www.econbiz.de/10009477224

Discrete and Continuous Representations of Unobserved Heterogeneity in Choice Modeling

Wedel, Michel; Kamakura, Wagner A.; Arora, Neeraj; … - 1999

We attempt to provide insights into how heterogeneity has been and can be addressed in choice modeling. In doing so, we deal with three topics: Models of heterogeneity, Methods of estimation and Substantive issues. In describing models we focus on discrete versus continuous representations of...

Persistent link: https://www.econbiz.de/10009477259

Market Segment Derivation and Profiling Via a Finite Mixture Model Framework

Wedel, Michel; DeSarbo, Wayne S. - 2002

The Marketing literature has shown how difficult it is to profile market segments derived with finite mixture models …

Persistent link: https://www.econbiz.de/10009477260

Simultaneous multidimensional unfolding and cluster analysis: An investigation of strategic groups

DeSarbo, Wayne S.; Jedidi, Kamel; Schendel, Dan - 1991

for parameter estimation. A marketing strategy application is provided with an analysis of PIMS data for a set of firms …

Persistent link: https://www.econbiz.de/10009477261

Competing against an in-house supplier

Henke, Jr.; Krachenberg, A. Richard; Lyons, Thomas F. - 1989

A not uncommon situation in industrial marketing is for an outside supplier to find itself competing against an in …-house supplier. Knowing how to compete against an in-house supplier is of importance because industrial marketing firms typically … opportunity when competing against an in-house supplier. Alternative marketing strategies are also suggested. …

Persistent link: https://www.econbiz.de/10009477287