Behavioral research has found that consumers respond to variability in prices in addition to price levels. We show that this finding can explain why some firms vary their prices more frequently than others. We examine pricing strategies composed of an average price and price variability and...

We conduct Monte Carlo experiments to investigate the biases of assuming a misspecified demand model. We study continuous models (linear, log-linear and AIDS), and discrete choice models (logit) in the context of differentiated products and aggregate data. Estimating demand with the 'wrong'...

The increasing availability of customer-level data and the willingness of marketers to customize the timing of their offers to consumers makes the accurate segment-level description of household purchase timing decisions a compelling issue. In this paper we employ a finite mixture accelerated...

A regression method for estimating geographic market potentials is developed. Aggregation issues are explored, and a macro model is derived in which it is not necessary to assume that the relationships among variables are the same within the micro subsystems. An estimating procedure is presented...

A growth model for the timing of initial purchase of new products is developed and tested empirically against data for eleven consumer durables. The basic assumption of the model is that the timing of a consumer's initial purchase is related to the number of previous buyers. A behavioral...

This study deals with the dynamic sales behavior of successive generations of high-technology products. New technologies diffuse through a population of potential buyers over time. Therefore, diffusion theory models are related to this demand growth. Furthermore, successive generations of a...

The Hendry market structure and partitioning theory and methodology are explained and contrasted with a strictly empirical approach in this note.