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Incorporating Responsiveness to Marketing Efforts in Brand Choice Modeling

Econometric Institute, Erasmus University Rotterdam, H11-2, P.O. Box 1738, Rotterdam NL-3000 DR, The Netherlands
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Econometrics 2014, 2(1), 20-44; https://doi.org/10.3390/econometrics2010020
Received: 21 October 2013 / Revised: 4 February 2014 / Accepted: 4 February 2014 / Published: 21 February 2014
We put forward a brand choice model with unobserved heterogeneity that concerns responsiveness to marketing efforts. We introduce two latent segments of households. The first segment is assumed to respond to marketing efforts, while households in the second segment do not do so. Whether a specific household is a member of the first or the second segment at a specific purchase occasion is described by household-specific characteristics and characteristics concerning buying behavior. Households may switch between the two responsiveness states over time. When comparing the performance of our model with alternative choice models that account for various forms of heterogeneity for three different datasets, we find better face validity for our parameters. Our model also forecasts better. View Full-Text
Keywords: marketing-instrument effectiveness; heterogeneity; multinomial probit; finite mixtures marketing-instrument effectiveness; heterogeneity; multinomial probit; finite mixtures
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MDPI and ACS Style

Fok, D.; Paap, R.; Franses, P.H. Incorporating Responsiveness to Marketing Efforts in Brand Choice Modeling. Econometrics 2014, 2, 20-44. https://doi.org/10.3390/econometrics2010020

AMA Style

Fok D, Paap R, Franses PH. Incorporating Responsiveness to Marketing Efforts in Brand Choice Modeling. Econometrics. 2014; 2(1):20-44. https://doi.org/10.3390/econometrics2010020

Chicago/Turabian Style

Fok, Dennis; Paap, Richard; Franses, Philip H. 2014. "Incorporating Responsiveness to Marketing Efforts in Brand Choice Modeling" Econometrics 2, no. 1: 20-44. https://doi.org/10.3390/econometrics2010020

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