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Technical Note—Price as an Aspect of Choice in EBA

Author

Listed:
  • John Rotondo

    (AT&T Bell Laboratories, Murray Hill, New Jersey 07974)

Abstract

Elimination By Aspects (EBA) is a feature-based, psychological processing model of choice whose potential for customer decision modeling has not been exploited. One of several barriers to econometric application of the theory is the lack of an explicit framework for incorporating quantitative variables, such as price. The present study discusses a theoretical treatment of price within EBA which also serves as a guide to the treatment of other quantitative variables. Specifically, it is proposed that prices be represented as a sequence of nested price feature sets, in which the price feature set of an alternative is included in the price feature sets of all lower priced alternatives. The formal consequences of this representation are examined. Some predictions from the theory are tested on customer choice data.

Suggested Citation

  • John Rotondo, 1986. "Technical Note—Price as an Aspect of Choice in EBA," Marketing Science, INFORMS, vol. 5(4), pages 391-402.
    • Handle: RePEc:inm:ormksc:v:5:y:1986:i:4:p:391-402
    DOI: 10.1287/mksc.5.4.391
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    Citations

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    Cited by:

    1. Anocha Aribarg & Thomas Otter & Daniel Zantedeschi & Greg M. Allenby & Taylor Bentley & David J. Curry & Marc Dotson & Ty Henderson & Elisabeth Honka & Rajeev Kohli & Kamel Jedidi & Stephan Seiler & X, 2018. "Advancing Non-compensatory Choice Models in Marketing," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 82-92, March.
    2. Hyowon Kim & Dong Soo Kim & Greg M. Allenby, 2020. "Benefit Formation and Enhancement," Quantitative Marketing and Economics (QME), Springer, vol. 18(4), pages 419-468, December.
    3. Moser, Riccarda & Raffaelli, Roberta, 2014. "Does attribute cut-off elicitation affect choice consistency? Contrasting hypothetical and real-money choice experiments," Journal of choice modelling, Elsevier, vol. 11(C), pages 16-29.
    4. Andrews, Rick L. & Manrai, Ajay K., 1998. "Feature-based elimination: Model and empirical comparison," European Journal of Operational Research, Elsevier, vol. 111(2), pages 248-267, December.
    5. Timothy J. Gilbride & Greg M. Allenby, 2006. "Estimating Heterogeneous EBA and Economic Screening Rule Choice Models," Marketing Science, INFORMS, vol. 25(5), pages 494-509, September.
    6. Laurent Reynald-Alexandre, 2007. "Probalilistic duopoly with differentiation by attributes," Working Papers halshs-00587847, HAL.
    7. Manrai, Ajay K., 1995. "Mathematical models of brand choice behavior," European Journal of Operational Research, Elsevier, vol. 82(1), pages 1-17, April.
    8. Swait, Joffre, 2001. "A non-compensatory choice model incorporating attribute cutoffs," Transportation Research Part B: Methodological, Elsevier, vol. 35(10), pages 903-928, November.
    9. Reynald-Alexandre Laurent, 2008. "Product innovation and imitation in a duopoly with differentiation by attributes," Working Papers halshs-00586867, HAL.
    10. Laurent Reynald-Alexandre, 2006. "Choice of new attributes in the 'Elimination by Aspects' duopoly," Working Papers halshs-00590311, HAL.
    11. Laurent Reynald-Alexandre, 2006. "Differentiated duopoly with 'elimination by aspects'," Working Papers halshs-00590488, HAL.

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