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A "Working" System Model of Car Buyer Behavior

Author

Listed:
  • John U. Farley

    (Columbia University)

  • John A. Howard

    (Columbia University)

  • Donald R. Lehmann

    (Columbia University)

Abstract

A four-equation "working version" system based on elements of a buyer behavior model was used to organize an analysis of a five-wave consumer panel tracking the introduction of a new brand of subcompact automobile. Parameters of endogenous model variables are remarkably stable over time, alternative brands, parameter estimation methods and specially-defined subgroups of the panel, while parameters of exogenous model variables vary systematically. The model behaves reasonably in a systems sense when tested with extreme values of endogenous and exogenous variables.

Suggested Citation

  • John U. Farley & John A. Howard & Donald R. Lehmann, 1976. "A "Working" System Model of Car Buyer Behavior," Management Science, INFORMS, vol. 23(3), pages 235-247, November.
    • Handle: RePEc:inm:ormnsc:v:23:y:1976:i:3:p:235-247
    DOI: 10.1287/mnsc.23.3.235
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