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Modeling Multiple Sources of Heterogeneity in Multinomial Logit Models: Methodological and Managerial Issues

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Author Info

  • Füsun Gönül

    (Carnegie Mellon University)

  • Kannan Srinivasan

    (Carnegie Mellon University)

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    Abstract

    We offer a framework to specify and estimate various sources of heterogeneity in multinomial logit brand choice models. We let each brand-specific intercept and each parameter of the explanatory variable vector vary randomly across households. In addition, we distinguish loyal households from the rest. Our results suggest that incorporating multiple sources of heterogeneity improves the model fit and suggests higher impact of marketing mix elements on brand choice. We highlight the importance of incorporating multiple sources of heterogeneity. The model we implement yields valuable managerial insights.

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    File URL: http://dx.doi.org/10.1287/mksc.12.3.213
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    Bibliographic Info

    Article provided by INFORMS in its journal Marketing Science.

    Volume (Year): 12 (1993)
    Issue (Month): 3 ()
    Pages: 213-229

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    Handle: RePEc:inm:ormksc:v:12:y:1993:i:3:p:213-229

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    Related research

    Keywords: multinomial logit; heterogeneity; brand choice; random coefficients; loyalty;

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    Cited by:
    1. Shantanu Dutta & Mark Bergen & Daniel Levy, 2004. "Price Flexibility in Channels of Distribution: Evidence from Scanner Data," Macroeconomics 0402018, EconWPA.
    2. Bohara, Alok K. & McKee, Michael & Berrens, Robert P. & Jenkins-Smith, Hank & Silva, Carol L. & Brookshire, David S., 1998. "Effects of Total Cost and Group-Size Information on Willingness to Pay Responses: Open Ended vs. Dichotomous Choice," Journal of Environmental Economics and Management, Elsevier, vol. 35(2), pages 142-163, March.
    3. Fok, D. & Paap, R. & Franses, Ph.H.B.F., 2002. "Modeling dynamic effects of promotion on interpurchase times," Econometric Institute Research Papers EI 2002-37, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.
    4. Chiang, Jeongwen & Chib, Siddhartha & Narasimhan, Chakravarthi, 1998. "Markov chain Monte Carlo and models of consideration set and parameter heterogeneity," Journal of Econometrics, Elsevier, vol. 89(1-2), pages 223-248, November.
    5. Pierre Volle, 2001. "The Short-Term Effect of Store-Level Promotions on Store Choice and the Moderating Role of Individual Variables," Post-Print halshs-00164831, HAL.
    6. Chintagunta, Pradeep K., 1999. "Measuring the effects of new brand introduction on inter-brand strategic interaction," European Journal of Operational Research, Elsevier, vol. 118(2), pages 315-331, October.
    7. José M. Labeaga & Mercedes Martos-Partal, 2007. "A Proposal to Distinguish State Dependence and Unobserved Heterogeneity in Binary Brand Choice Models," Working Papers 2007-02, FEDEA.
    8. Joan L. Walker & Moshe Ben-Akiva & Denis Bolduc, 2007. "Identification of parameters in normal error component logit-mixture (NECLM) models," Journal of Applied Econometrics, John Wiley & Sons, Ltd., vol. 22(6), pages 1095-1125.
    9. Makoto Abe & Yasemin Boztug & Lutz Hildebrandt, 2004. "Investigating the competitive assumption of Multinomial Logit models of brand choice by nonparametric modeling," Computational Statistics, Springer, vol. 19(4), pages 635-657, December.
    10. Volle, Pierre, 2001. "The short-term effect of store-level promotions on store choice, and the moderating role of individual variables," Journal of Business Research, Elsevier, vol. 53(2), pages 63-73, August.
    11. Dellaert, B.G.C. & Borgers, A.W.J. & Louviere, J. & Timmermans, H.J.P., 1998. "Consumer Choice of Modularized Products: A Conjoint Choice Experiment Approach," Discussion Paper 1998-30, Tilburg University, Center for Economic Research.
    12. Richard Paap & Philip Hans Franses, 2000. "A dynamic multinomial probit model for brand choice with different long-run and short-run effects of marketing-mix variables," Journal of Applied Econometrics, John Wiley & Sons, Ltd., vol. 15(6), pages 717-744.
    13. Baltas, George & Doyle, Peter, 2001. "Random utility models in marketing research: a survey," Journal of Business Research, Elsevier, vol. 51(2), pages 115-125, February.
    14. Barros, Carlos Pestana & Ferreira, Candida & Williams, Jonathan, 2007. "Analysing the determinants of performance of best and worst European banks: A mixed logit approach," Journal of Banking & Finance, Elsevier, vol. 31(7), pages 2189-2203, July.
    15. Desmet, Pierre & Feinberg, Fred M., 2003. "Ask and ye shall receive: The effect of the appeals scale on consumers' donation behavior," Journal of Economic Psychology, Elsevier, vol. 24(3), pages 349-376, June.
    16. B. P. S. Murthi & Sumit Sarkar, 2003. "The Role of the Mangement Sciences in Research on Personalization," Review of Marketing Science Working Papers 2-2-1025, Berkeley Electronic Press.
    17. Abramson, Charles & Buchmueller, Thomas & Currim, Imran, 1998. "Models of health plan choice," European Journal of Operational Research, Elsevier, vol. 111(2), pages 228-247, December.

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