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Assessing Purchase Timing Models: Whether or Not is Preferable to When

Author

Listed:
  • Rita D. Wheat

    (University of Southern California)

  • Donald G. Morrison

    (University of California at Los Angeles)

Abstract

Two types of purchase timing models—those which model purchase incidence (whether or not) and those which model interpurchase time (when)—are examined. We show that modelling purchase incidence is almost always preferable to modelling interpurchase time. We also derive upper bound 2 's for purchase incidence models. These 2 's serve as useful benchmarks for assessing the goodness-of-fit of empirical choice models.

Suggested Citation

  • Rita D. Wheat & Donald G. Morrison, 1990. "Assessing Purchase Timing Models: Whether or Not is Preferable to When," Marketing Science, INFORMS, vol. 9(2), pages 162-170.
  • Handle: RePEc:inm:ormksc:v:9:y:1990:i:2:p:162-170
    DOI: 10.1287/mksc.9.2.162
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    Citations

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    Cited by:

    1. van Heerde, H.J. & Gupta, S. & Wittink, D.R., 2003. "Is 3/4 of the Sales Promotion Bump Due to Brand Switching? No it is 1/3," Discussion Paper 2003-5, Tilburg University, Center for Economic Research.
    2. Puneet Manchanda & Ying Xie & Nara Youn, 2008. "The Role of Targeted Communication and Contagion in Product Adoption," Marketing Science, INFORMS, vol. 27(6), pages 961-976, 11-12.
    3. Meade, Nigel & Islam, Towhidul, 2010. "Using copulas to model repeat purchase behaviour - An exploratory analysis via a case study," European Journal of Operational Research, Elsevier, vol. 200(3), pages 908-917, February.
    4. Ilona Skačkauskienė & Neringa Vilkaitė-Vaitonė & Sergej Vojtovic, 2015. "Model for measuring customer loyalty towards a service provider," Journal of Business Economics and Management, Taylor & Francis Journals, vol. 16(6), pages 1185-1200, December.
    5. David Besanko & Jean-Pierre Dubé & Sachin Gupta, 2003. "Competitive Price Discrimination Strategies in a Vertical Channel Using Aggregate Retail Data," Management Science, INFORMS, vol. 49(9), pages 1121-1138, September.
    6. Hongshuang (Alice) Li, 2022. "Converting free users to paid subscribers in the SaaS context: The impact of marketing touchpoints, message content, and usage," Production and Operations Management, Production and Operations Management Society, vol. 31(5), pages 2185-2203, May.
    7. van Heerde, H.J. & Gupta, S. & Wittink, D.R., 2003. "Is 3/4 of the Sales Promotion Bump Due to Brand Switching? No it is 1/3," Other publications TiSEM c3c61e8f-85d4-4afc-93a5-f, Tilburg University, School of Economics and Management.
    8. P. B. Seetharaman, 2004. "The Additive Risk Model for Purchase Timing," Marketing Science, INFORMS, vol. 23(2), pages 234-242, March.
    9. Bockenholt, Ulf, 1998. "Mixed INAR(1) Poisson regression models: Analyzing heterogeneity and serial dependencies in longitudinal count data," Journal of Econometrics, Elsevier, vol. 89(1-2), pages 317-338, November.
    10. Govert Bijwaard, 2010. "Regularity in individual shopping trips: implications for duration models in marketing," Journal of Applied Statistics, Taylor & Francis Journals, vol. 37(11), pages 1931-1945.

    More about this item

    Keywords

    consumer behavior; probabilistic models; interpurchasing times; R2 upper bounds; continuous models/discrete prediction;
    All these keywords.

    JEL classification:

    • R2 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - Household Analysis

    Statistics

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