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Why is understanding replacement purchases of consumer durables so important? It is the sales of replacement units that will ensure their long-term success. Replacement sales account for more than 75% of total sales for many durables (Islam and Meade 2000). Thus, the accurate modeling of...
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Sales in consumer durable goods categories are dominated by repeat purchases. Managers are particularly interested to know: Which consumers can be encouraged to make earlier repeat purchases? When are they likely to purchase? What factors drive their purchases? We, the authors, make three...
Persistent link: https://www.econbiz.de/10014047455
The Product Life Cycle (PLC) model has been a prominent marketing strategy and planning tool for over 30 years. As a managerial tool, strategic insights are largely derived from the expected overall sales pattern and competitive dynamics. Curiously, with the exception of using adoption theory as...
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This paper examines the effects and origins of balanced skills among nascent entrepreneurs. In a first step we extend Lazear’s jack-of-all-trades theory to formally model performance effects of balanced skills. In a second step we investigate potential sources of balanced skills related to the...
Persistent link: https://www.econbiz.de/10009437822
In many product categories of durable goods such as TV, PC, and DVD player, the largest component of sales is generated by consumers replacing existing units. Aggregate sales models proposed by diffusion of innovation researchers for the replacement component of sales have incorporated several...
Persistent link: https://www.econbiz.de/10009438070
This paper empirically examines models of replacement sales for six electronic consumer durables ? TVs, VCRs, DVD players, Digital Cameras, personal and notebook computers ? using data from a large survey of 8077 German households. A new replacement model is developed that fits the empirical...
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