Access

You are not currently logged in.

Access your personal account or get JSTOR access through your library or other institution:

login

Log in to your personal account or through your institution.

If You Use a Screen Reader

This content is available through Read Online (Free) program, which relies on page scans. Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.

Modeling Purchase-Timing and Brand-Switching Behavior Incorporating Explanatory Variables and Unobserved Heterogeneity

Naufel J. Vilcassim and Dipak C. Jain
Journal of Marketing Research
Vol. 28, No. 1 (Feb., 1991), pp. 29-41
DOI: 10.2307/3172724
Stable URL: http://www.jstor.org/stable/3172724
Page Count: 13
  • Read Online (Free)
  • Download ($24.00)
  • Subscribe ($19.50)
  • Cite this Item
Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Modeling Purchase-Timing and Brand-Switching Behavior Incorporating Explanatory Variables and Unobserved Heterogeneity
Preview not available

Abstract

The authors use a continuous-time semi-Markov approach to analyze in a single framework the purchase-timing and brand-switching decisions of households for a frequently purchased product. The analysis provides more insights into the dynamics of household purchase behavior than could be obtained from conventional discrete choice models such as logit or probit. The authors find that the probability distribution of interpurchase times is not the same for various switching between brands, revealing extra information about the purchase-timing decisions. Further, they find that though the marketing mix and household demographic variables explain a large part of the variation in the brand-switching rates, they account for only a small part of the variation in the repeat purchase rates. Another finding from the analysis is that the rates of switching between brands due to promotional activities such as special displays and price reductions are in reverse order to the share of purchases of the various brands.

Page Thumbnails

  • Thumbnail: Page 
29
    29
  • Thumbnail: Page 
30
    30
  • Thumbnail: Page 
31
    31
  • Thumbnail: Page 
32
    32
  • Thumbnail: Page 
33
    33
  • Thumbnail: Page 
34
    34
  • Thumbnail: Page 
35
    35
  • Thumbnail: Page 
36
    36
  • Thumbnail: Page 
37
    37
  • Thumbnail: Page 
38
    38
  • Thumbnail: Page 
39
    39
  • Thumbnail: Page 
40
    40
  • Thumbnail: Page 
41
    41