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Patterns in Parameters of Buyer Behavior Models: Generalizing from Sparse Replication

Author

Listed:
  • John U. Farley

    (Graduate School of Business, Columbia University, New York, New York 10027)

  • Donald R. Lehmann

    (Graduate School of Business, Columbia University, New York, New York 10027)

  • Michael J. Ryan

    (Graduate School of Business Administration, University of Michigan, Ann Arbor, Michigan 48109)

Abstract

Elasticities calculated from estimates of parameters in four consumer behavior system models are pooled in order to assess systematic differences related to variables and to study characteristics. The pooling proves to be plausible because the elasticities from particular variable pairings do not vary systematically with study characteristics. Few elasticities other than those associated with controllable exogenous variables (price and distribution) differ significantly from the overall mean, although the mean elasticity is significantly different from zero. The magnitudes of estimated elasticities indicate that the system would tend to converge after being subjected to external shock.

Suggested Citation

  • John U. Farley & Donald R. Lehmann & Michael J. Ryan, 1982. "Patterns in Parameters of Buyer Behavior Models: Generalizing from Sparse Replication," Marketing Science, INFORMS, vol. 1(2), pages 181-204.
  • Handle: RePEc:inm:ormksc:v:1:y:1982:i:2:p:181-204
    DOI: 10.1287/mksc.1.2.181
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    Citations

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    Cited by:

    1. Hans H. Bauer & Marc Fischer & Yvonne McInturff, 1999. "Der Bildkommunikationseffekt — eine Metaanalyse," Schmalenbach Journal of Business Research, Springer, vol. 51(9), pages 805-831, September.
    2. Pradeep K. Chintagunta & Ramarao Desiraju, 2005. "Strategic Pricing and Detailing Behavior in International Markets," Marketing Science, INFORMS, vol. 24(1), pages 67-80, June.
    3. Morwitz, Vicki G. & Steckel, Joel H. & Gupta, Alok, 2007. "When do purchase intentions predict sales?," International Journal of Forecasting, Elsevier, vol. 23(3), pages 347-364.

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