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