IDEAS home Printed from https://ideas.repec.org/a/kap/qmktec/v1y2003i2p223-244.html
   My bibliography  Save this article

The Effectiveness of Demographic and Psychographic Variables for Explaining Brand and Product Category Use

Author

Listed:
  • Geraldine Fennell
  • Greg Allenby
  • Sha Yang
  • Yancy Edwards

Abstract

The predictive relationship of a large and comprehensive set of personal descriptors to aspects of product and brand use is examined. The descriptors comprise demographic and general psychographic variables frequently used in segmentation studies and studies of consumer purchase behavior. The evidence is overwhelming that the covariates are related to brand use in an identical way for all brands, indicating that they are not useful for predicting relative brand preference. The covariates are shown to be predictive of product use. Discussion of the explanatory content of the variables is offered. Copyright Kluwer Academic Publishers 2003

Suggested Citation

  • Geraldine Fennell & Greg Allenby & Sha Yang & Yancy Edwards, 2003. "The Effectiveness of Demographic and Psychographic Variables for Explaining Brand and Product Category Use," Quantitative Marketing and Economics (QME), Springer, vol. 1(2), pages 223-244, June.
    • Handle: RePEc:kap:qmktec:v:1:y:2003:i:2:p:223-244
    DOI: 10.1023/A:1024686630821
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1023/A:1024686630821
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1023/A:1024686630821?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Hanemann, W Michael, 1984. "Discrete-Continuous Models of Consumer Demand," Econometrica, Econometric Society, vol. 52(3), pages 541-561, May.
    2. Sha Yang & Gerg M. Allenby & Geraldine Fennel, 2002. "Modeling Variation in Brand Preference: The Roles of Objective Environment and Motivating Conditions," Marketing Science, INFORMS, vol. 21(1), pages 14-31, May.
    3. Kirthi Kalyanam & Daniel S. Putler, 1997. "Incorporating Demographic Variables in Brand Choice Models: An Indivisible Alternatives Framework," Marketing Science, INFORMS, vol. 16(2), pages 166-181.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Dawes, John, 2014. "Cigarette brand loyalty and purchase patterns: An examination using US consumer panel data," Journal of Business Research, Elsevier, vol. 67(9), pages 1933-1943.
    2. Allenby, Greg M., 2017. "Structural forecasts for marketing data," International Journal of Forecasting, Elsevier, vol. 33(2), pages 433-441.
    3. Sharp, Byron & Dawes, John & Victory, Kirsten, 2024. "The market-based assets theory of brand competition," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    4. Rainer Olbrich & Michael Hundt & Hans Christian Jansen, 2016. "Proliferation of Private Labels in Food Retailing: A Literature Overview," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 8(6), pages 63-76, December.
    5. Rose Fiamohe & Tebila Nakelse & Aliou Diagne & Papa A. Seck, 2015. "Assessing the Effect of Consumer Purchasing Criteria for Types of Rice in Togo: A Choice Modeling Approach," Agribusiness, John Wiley & Sons, Ltd., vol. 31(3), pages 433-452, June.
    6. Adam N. Smith & Stephan Seiler & Ishant Aggarwal, 2023. "Optimal Price Targeting," Marketing Science, INFORMS, vol. 42(3), pages 476-499, May.
    7. Terry Elrod & Gerald Häubl & Steven Tipps, 2012. "Parsimonious Structural Equation Models for Repeated Measures Data, with Application to the Study of Consumer Preferences," Psychometrika, Springer;The Psychometric Society, vol. 77(2), pages 358-387, April.
    8. Shahida Anusha Siddiqui & Adriano Profeta & Thomas Decker & Sergiy Smetana & Klaus Menrad, 2023. "Influencing Factors for Consumers’ Intention to Reduce Plastic Packaging in Different Groups of Fast-Moving Consumer Goods in Germany," Sustainability, MDPI, vol. 15(9), pages 1-21, May.
    9. Ladipo, Patrick K. A. & Agada, Solomon A. & Ighomereho, O. Salome, 2020. "Moderating Factors and Customer Loyalty of Selected Hotels in Lagos State, Nigeria," Journal of Asian Business Strategy, Asian Economic and Social Society, vol. 10(1), pages 1-12, January.
    10. Rhodes, Charles, 2010. "Demographic Variability In U.S. Consumer Responsiveness To Carbonated Soft-Drink Marketing Practices," 115th Joint EAAE/AAEA Seminar, September 15-17, 2010, Freising-Weihenstephan, Germany 116419, European Association of Agricultural Economists.
    11. Friederike Paetz & Winfried J. Steiner, 2017. "The benefits of incorporating utility dependencies in finite mixture probit models," OR Spectrum: Quantitative Approaches in Management, Springer;Gesellschaft für Operations Research e.V., vol. 39(3), pages 793-819, July.
    12. Burcu Sezen & Koen Pauwels & Berk Ataman, 2024. "How do line extensions impact brand sales? The role of feature similarity and brand architecture," Journal of Marketing Analytics, Palgrave Macmillan, vol. 12(3), pages 537-550, September.
    13. Hu, Wuyang, 2007. "A Choice Model with Systematic Structures in Decision Weights," Journal of Agricultural and Resource Economics, Western Agricultural Economics Association, vol. 32(3), pages 1-14, December.
    14. Junghyun Park & Minki Kim & Pradeep K Chintagunta, 2022. "Mapping Consumers’ Context-Dependent Consumption Preferences: A Multidimensional Unfolding Approach [An Empirical Comparison of Logit Choice Models with Discrete versus Continuous Representations o," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 49(2), pages 202-228.
    15. Adam N. Smith & Stephan Seiler & Ishant Aggarwal, 2021. "Optimal Price Targeting," CESifo Working Paper Series 9439, CESifo.
    16. Khachatryan, Hayk & Wei, Xuan & Rihn, Alicia, 2021. "Effects of pollinator related information on consumer preference for neonicotinoid labeling," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 24(6), April.
    17. Eleanor McDonnell Feit & Mark A. Beltramo & Fred M. Feinberg, 2010. "Reality Check: Combining Choice Experiments with Market Data to Estimate the Importance of Product Attributes," Management Science, INFORMS, vol. 56(5), pages 785-800, May.
    18. Elena Kostadinova, 2013. "Is There Brand Segmentation?," Economic Alternatives, University of National and World Economy, Sofia, Bulgaria, issue 4, pages 77-85, December.
    19. Wuyang Hu & Michele M. Veeman & Wiktor L. Adamowicz, 2005. "Labelling Genetically Modified Food: Heterogeneous Consumer Preferences and the Value of Information," Canadian Journal of Agricultural Economics/Revue canadienne d'agroeconomie, Canadian Agricultural Economics Society/Societe canadienne d'agroeconomie, vol. 53(1), pages 83-102, March.
    20. Yuanyuan Zhou & Qian Li & Shiyang Gong & Daniel P. Hampson & Zhicen Liu, 2023. "Looking back is better than looking forward: visualization, temporal frames, and new product evaluation in China," Asian Business & Management, Palgrave Macmillan, vol. 22(3), pages 829-856, July.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Greg M. Allenby & Thomas S. Shively & Sha Yang & Mark J. Garratt, 2004. "A Choice Model for Packaged Goods: Dealing with Discrete Quantities and Quantity Discounts," Marketing Science, INFORMS, vol. 23(1), pages 95-108, June.
    2. Sanghak Lee & Greg M. Allenby, 2014. "Modeling Indivisible Demand," Marketing Science, INFORMS, vol. 33(3), pages 364-381, May.
    3. Runa Nesbakken, 1998. "Residential Energy Consumption for Space Heating in Norwegian Households A Discrete-Continuous Choice Approach," Discussion Papers 231, Statistics Norway, Research Department.
    4. Shr, Yau-Huo (Jimmy) & Zhang, Wendong, 2024. "Omitted downstream attributes and the benefits of nutrient reductions: Implications for choice experiments," Ecological Economics, Elsevier, vol. 222(C).
    5. 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.
    6. David R. Bell & Jeongwen Chiang & V. Padmanabhan, 1999. "The Decomposition of Promotional Response: An Empirical Generalization," Marketing Science, INFORMS, vol. 18(4), pages 504-526.
    7. T.R.L. Fry & R.D. Brooks & Br. Comley & J. Zhang, 1993. "Economic Motivations for Limited Dependent and Qualitative Variable Models," The Economic Record, The Economic Society of Australia, vol. 69(2), pages 193-205, June.
    8. Bowker, James Michael & Starbuck, C. Meghan & English, Donald B.K. & Bergstrom, John C. & Rosenberger, Randall S. & McCollum, Daniel W., 2009. "Estimating the Net Economic Value of National Forest Recreation: An Application of the National Visitor Use Monitoring Database," Faculty Series 59603, University of Georgia, Department of Agricultural and Applied Economics.
    9. Lansley, Guy & Longley, Paul, 2016. "Deriving age and gender from forenames for consumer analytics," Journal of Retailing and Consumer Services, Elsevier, vol. 30(C), pages 271-278.
    10. Olmstead, Sheila M. & Michael Hanemann, W. & Stavins, Robert N., 2007. "Water demand under alternative price structures," Journal of Environmental Economics and Management, Elsevier, vol. 54(2), pages 181-198, September.
    11. Paul Ellickson & Sanjog Misra, 2012. "Enriching interactions: Incorporating outcome data into static discrete games," Quantitative Marketing and Economics (QME), Springer, vol. 10(1), pages 1-26, March.
    12. Don Fullerton & Li Gan & Miwa Hattori, 2015. "A model to evaluate vehicle emission incentive policies in Japan," Environmental Economics and Policy Studies, Springer;Society for Environmental Economics and Policy Studies - SEEPS, vol. 17(1), pages 79-108, January.
    13. Torres, Marcelo de O. & Felthoven, Ronald G., 2014. "Productivity growth and product choice in catch share fisheries: The case of Alaska pollock," Marine Policy, Elsevier, vol. 50(PA), pages 280-289.
    14. de Ayala, Amaia & Hoyos, David & Mariel, Petr, 2015. "Suitability of discrete choice experiments for landscape management under the European Landscape Convention," Journal of Forest Economics, Elsevier, vol. 21(2), pages 79-96.
    15. Nicholas Economides & Katja Seim & V. Brian Viard, 2008. "Quantifying the benefits of entry into local phone service," RAND Journal of Economics, RAND Corporation, vol. 39(3), pages 699-730, September.
    16. Katja Seim & Michael Sinkinson, 2016. "Mixed pricing in online marketplaces," Quantitative Marketing and Economics (QME), Springer, vol. 14(2), pages 129-155, June.
    17. Igal Hendel, 1994. "Estimating Multiple-Discrete Choice Models: An Application to Computeri-zzation Returns," NBER Technical Working Papers 0168, National Bureau of Economic Research, Inc.
    18. Akoko, Peter Obuon & Gathungu, Edith & De Groote, Hugo, 2024. "Evaluating Smallholder Farmers’ Willingness to Pay for Improved Maize Dryers in Njoro Sub-County, Nakuru, Kenya," IAAE 2024 Conference, August 2-7, 2024, New Delhi, India 344279, International Association of Agricultural Economists (IAAE).
    19. Dang, Hai-Anh, 2007. "The determinants and impact of private tutoring classes in Vietnam," Economics of Education Review, Elsevier, vol. 26(6), pages 683-698, December.
    20. Irz, Xavier & Mazzocchi, Mario & Réquillart, Vincent & Soler, Louis-Georges, 2015. "Research in Food Economics: past trends and new challenges," Revue d'Etudes en Agriculture et Environnement, Editions NecPlus, vol. 96(01), pages 187-237, March.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:qmktec:v:1:y:2003:i:2:p:223-244. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.