Arbeitspapier

A Joint Framework for Category Purchase and Consumption Behavior

We propose a consistent utility-based framework to jointly explain a household's decisions on purchase incidence, brand choice and purchase quantity. The approach differs from other approaches, currently available in the literature, as it is able to take into account consumption dynamics. In the model, households derive utility from consumption, and they relate their purchase behavior to consumption planning. We illustrate our model for yogurt purchases, and show that our model yields important additional insights. One such insight is that the reservation price of households is not fixed, but depends on the available inventory stock. Furthermore, we find that promotionalactivities increase sales through more purchases in the product category and brand switching, but the effect through larger purchase quantities is limited.

Sprache
Englisch

Erschienen in
Series: Tinbergen Institute Discussion Paper ; No. 02-124/4

Klassifikation
Wirtschaft
Multiple or Simultaneous Equation Models: Discrete Regression and Qualitative Choice Models; Discrete Regressors; Proportions
Model Construction and Estimation
Consumer Economics: Theory
Consumer Economics: Empirical Analysis
Marketing
Thema
purchase incidence
brand choice
purchase quantity
consumption
Konsumentenverhalten
Markenartikel
Nutzentheorie
Theorie

Ereignis
Geistige Schöpfung
(wer)
van Oest, Rutger
Paap, Richard
Franses, Philip Hans
Ereignis
Veröffentlichung
(wer)
Tinbergen Institute
(wo)
Amsterdam and Rotterdam
(wann)
2002

Handle
Letzte Aktualisierung
10.03.2025, 11:43 MEZ

Datenpartner

Dieses Objekt wird bereitgestellt von:
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. Bei Fragen zum Objekt wenden Sie sich bitte an den Datenpartner.

Objekttyp

  • Arbeitspapier

Beteiligte

  • van Oest, Rutger
  • Paap, Richard
  • Franses, Philip Hans
  • Tinbergen Institute

Entstanden

  • 2002

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