000K utf8 1100 $c2008 1500 eng 2050 urn:nbn:de:gbv:8-diss-30482 3000 Kaya, Maria 4000 Essays on diffusion and repeat sales of consumer durables$dA study of the consumer electronics market$hChristian-Albrechts-Universität zu Kiel [Kaya, Maria] 4030 Kiel$nChristian-Albrechts-Universität zu Kiel 4209 Although repeat purchases dominate overall sales of consumer durables, diffusion of innovations research has paid them far less attention than new product adoptions. A large survey of 8,077 households allowed a detailed investigation of the differences between households in terms of their repeat purchase behavior of durables. Asymmetric effects were investigated using competing hazard models and showed that consumer innovativeness has a strong impact on discretionary replacements. A modified gamma distribution was introduced into aggregate sales modeling to account for differences between forced and discretionary replacement distributions. Insights from both the household purchasing analysis and aggregate sales modeling were integrated to develop a refined model of the product life cycle (PLC). The findings will help companies to better understand drivers of repeat purchases, to segment households in a more insightful way and to forecast repeat sales of durable goods more accurately. 4950 https://nbn-resolving.org/urn:nbn:de:gbv:8-diss-30482$xR$3Volltext$534 4961 https://macau.uni-kiel.de/receive/diss_mods_00003048 5051 330 5550 additional purchases 5550 asymmetric effects 5550 competing hazard model 5550 consumer durables 5550 consumer innovativeness 5550 Diffusion of innovations 5550 discretionary replacements 5550 forced replacements 5550 product life cycle (PLC) 5550 repeat purchases 5550 sales forecasting 5550 sales modeling