search query: @author Kim, N. / total: 7
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| Author: | Kim, N. Srivastava, R. K. Han, J. K. |
| Title: | Consumer decision-making in a multi-generational choice set context |
| Journal: | Journal of Business Research
2001 : SEP, VOL. 53:3, p. 123-136 |
| Index terms: | CUSTOMERS DECISION MAKING PRODUCTS |
| Language: | eng |
| Abstract: | This paper proposes a model that incorporates both initial and repeat purchases and allows for leap-frogging behavior for multi-generation technological products. Whereas most new product adoption models are based on aggregate market sales, the proposed model is estimated and validated on individual consumer data. Within a logistical modeling framework, the model combines a purchase incidence (buy/not buy) component and "generation" choice components for each time period. These model components allow for individual heterogeneity. Purchase probabilities for buyers are captured as a function of purchase history, buyer expectations of future generations, and preferences for the currently available options. The proposed model is parsimonious. It requires relatively simple data for estimation. |
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