计量经济分析 = Econometric analysis

Both practitioners and academics understand that consumer loyalty and satisfaction are linked inextricably. They also understand that this relation is asymmetric. Although loyal consumers are most ...

https://www.jstor.org/stable/pdf/1252099.pdf

Whence Consumer Loyalty

Customer loyalty is viewed as the strength of the relationship between an individual’s relative attitude and repeat patronage. The relationship is seen as mediated by social norms and situational factors. Cognitive, affective, and conative antecedents of relative attitude are identified as contributing to loyalty, along with motivational, perceptual, and behavioral consequences. Implications for research and for the management of loyalty are derived.

Customer Loyalty: Toward an Integrated Conceptual Framework:

1. Introduction and Overview. 2. Detecting Influential Observations and Outliers. 3. Detecting and Assessing Collinearity. 4. Applications and Remedies. 5. Research Issues and Directions for Extensions. Bibliography. Author Index. Subject Index.

Regression Diagnostics: Identifying Influential Data and Sources of Collinearity

Consumer perceived value: The development of a multiple item scale

The authors decompose repeat buying for frequently purchased nondurables. The results are very similar for two categories each over a different city and time period. A factor analysis of 18 measures of repeat buying obtains four principal factors that explain 79–85% of the variance: Preference, Inertia, Coupon Proneness and Impulse Buying. A cluster analysis of factors on these dimensions yields four segments, with distinct behavioral characteristics.

A decomposition of repeat buying

The introduction of really new products creates many dilemmas for managers. Initially, they must develop a launch strategy in the face of great uncertainty about the product's potential. After launch, they need guidance about whether to pull the plug on a new product with lackluster sales (prior to takeoff) or persist with a product that could ultimately be a failure. Our results and model of the takeoff in sales of new products provide some guidance on these complex managerial decisions. Prior to our study on sales takeoff, a manager's only recourse to analyzing new product growth would have been diffusion models. However, these models have typically used new product sales beginning at or around the takeoff, have assumed takeoff, and have not explicitly modeled it. In contrast, our model addresses the time from commercialization until takeoff, thus providing insights during the period of greatest uncertainty. Whirlpool Corporation used our model to guide their decision making in the testing and launch of a completely new consumer durable, the Personal Valet.

https://papers.ssrn.com/sol3/Delivery.cfm/SSRN_ID905130_code117251.pdf?abstractid=905130&mirid=3

Predicting Sales Takeoff for Whirlpool's New Personal Valet

Based on an extensive review of research on advertising in a recession, the authors identify over 40 related studies. Ten of these studies involve original empirical analyses of cross-sectional or time series data. The rest are theoretical discussions, reviews, cases, or opinions. The studies may be classified into four groups based on the dependent variable analyzed: 1) Sensitivity of advertising expenditures to the economy; 2) Sensitivity of brand versus private label share to economic expansions and contractions; 3) Impact of advertising in a recession to sales or market share during or after a recession; 4) Impact of advertising in a recession to profits during and after the recession. The authors critically review these studies and synthesize the major findings.

A Critical Review and Synthesis of Research on Advertising in a Recession

The Dive and Disruption of Successful Current Products: Measures, Global Patterns, and Predictive Model

ISMS Practice Prize Competition Chairman Gary L. Lilien: "Special Section Introduction by the ISMS Practice Prize Competition Chairman"Finalists Joseph A. Foster, Peter N. Golder, Gerard J. Tellis: "Predicting Sales Takeoff for Whirlpool's New Personal Valet"John H. Roberts, Pamela D. Morrison, Charles J. Nelson: "Implementing a Prelaunch Diffusion Model: Measurement and Management Challenges of the Telstra Switching Study"

https://pubsonline.informs.org/doi/pdf/10.1287/mksc.1040.0066

Gerard J. Tellis

Papers

A decomposition of repeat buying

Predicting Sales Takeoff for Whirlpool's New Personal Valet

A Critical Review and Synthesis of Research on Advertising in a Recession

The Dive and Disruption of Successful Current Products: Measures, Global Patterns, and Predictive Model

The Inaugural ISMS Practice Prize Competition