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Measuring consumer and competitive impact with elasticity decompositions

Steenburgh, Thomas J. - In: Journal of marketing research : JMR 44 (2007) 4, pp. 636-646

Persistent link: https://www.econbiz.de/10003569740

The invariant proportion of substitution property (IPS) of discrete-choice models

Steenburgh, Thomas J. - In: Marketing science 27 (2008) 2, pp. 300-307

Persistent link: https://www.econbiz.de/10003709022

Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans

Chung, Doug J.; Steenburgh, Thomas J.; Sudhir, K. - In: Marketing science 33 (2014) 2, pp. 165-187

Persistent link: https://www.econbiz.de/10010358794

The cross attributes flexible substitution logit : uncovering category expansion and share impacts of marketing instruments

Liu, Qiang; Steenburgh, Thomas J.; Gupta, Sachin - In: Marketing science 34 (2015) 1, pp. 144-159

Persistent link: https://www.econbiz.de/10010497611

Managing laggards : the importance of a deep sales bench

Boichuk, Jeffrey P.; Bommaraju, Raghu; Ahearne, Michael; … - In: Journal of marketing research 56 (2019) 4, pp. 652-665

Persistent link: https://www.econbiz.de/10012177613

The Invariant Proportion of Substitution Property (IPS) of Discrete-Choice Models

Steenburgh, Thomas J. - 2009

This article introduces a newly discovered property of discrete-choice models, which I call the Invariant Proportion of Substitution (IPS). Like the Independence from Irrelevant Alternatives (IIA) property, IPS implies individual behavior that is counterintuitive in the context of choice among...

Persistent link: https://www.econbiz.de/10014028319