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Estimating the Effects of Consumer Incentive Programs on Domestic Automobile Sales

Author

Listed:
  • Thompson, Patrick A
  • Noordewier, Thomas

Abstract

The authors investigate the effects of consumer sales promotion on automobile sales, the largest dollar volume durable goods category in retailing. Between 1985 and 1987, the domestic automakers offered major year-end promotions on automobiles, using low-rate financing and cash rebates to stimulate sales. This paper evaluates the sales patterns for 1983 through 1987, explicitly estimating the effects of the incentive programs. The analysis indicates that the 1985 and 1986 promotional campaigns were quite successful, but that the 1987 campaign was largely ineffective. The 1986 and 1987 promotions were also followed by large postpromotion drops in sales.

Suggested Citation

  • Thompson, Patrick A & Noordewier, Thomas, 1992. "Estimating the Effects of Consumer Incentive Programs on Domestic Automobile Sales," Journal of Business & Economic Statistics, American Statistical Association, vol. 10(4), pages 409-417, October.
    • Handle: RePEc:bes:jnlbes:v:10:y:1992:i:4:p:409-17
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    Citations

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    Cited by:

    1. Massimiliano Mazzanti & Antonio Musolesi, 2011. "Income and time related effects in EKC," Working Papers 201105, University of Ferrara, Department of Economics.
    2. Jorge Silva-Risso & Irina Ionova, 2008. "—A Nested Logit Model of Product and Transaction-Type Choice for Planning Automakers' Pricing and Promotions," Marketing Science, INFORMS, vol. 27(4), pages 545-566, 07-08.
    3. Jorge Silva-Risso & William V. Shearin & Irina Ionova & Alexei Khavaev & Deirdre Borrego, 2008. "Chrysler and J. D. Power: Pioneering Scientific Price Customization in the Automobile Industry," Interfaces, INFORMS, vol. 38(1), pages 26-39, February.
    4. Massimiliano Mazzanti & Antonio Musolesi, 2009. "Carbon Kuznets Curves: Long-run Structural Dynamics and Policy Events," Working Papers 2009.87, Fondazione Eni Enrico Mattei.
    5. Wang, Deshen & Chen, Bintong & Chen, Jing, 2019. "Credit card fraud detection strategies with consumer incentives," Omega, Elsevier, vol. 88(C), pages 179-195.
    6. Eric T. Anderson & Duncan I. Simester, 2004. "Long-Run Effects of Promotion Depth on New Versus Established Customers: Three Field Studies," Marketing Science, INFORMS, vol. 23(1), pages 4-20, February.
    7. Massimiliano Mazzanti & Antonio Musolesi, 2010. "Carbon Abatement Leaders and Laggards Non Parametric Analyses of Policy Oriented Kuznets Curves," Working Papers 2010.149, Fondazione Eni Enrico Mattei.
    8. Mazzanti, M. & Musolesi, A., 2013. "Economic development and CO2 emissions: assessing the effect of policy and energy time events for advanced countries," Working Papers 2013-11, Grenoble Applied Economics Laboratory (GAEL).
    9. Datta, Souvik & Gulati, Sumeet, 2014. "Utility rebates for ENERGY STAR appliances: Are they effective?," Journal of Environmental Economics and Management, Elsevier, vol. 68(3), pages 480-506.
    10. Duncan Simester & Artem Timoshenko & Spyros I. Zoumpoulis, 2020. "Targeting Prospective Customers: Robustness of Machine-Learning Methods to Typical Data Challenges," Management Science, INFORMS, vol. 66(6), pages 2495-2522, June.
    11. Abbas Valadkhani & Allan P. Layton, 2003. "Quantifying the Effect of GST on Inflation in Australia’s Capital Cities: An Intervention Analysis," School of Economics and Finance Discussion Papers and Working Papers Series 153, School of Economics and Finance, Queensland University of Technology.
    12. Massimiliano Mazzanti & Antonio Musolesi, 2012. "Breaking Environmental Kuznets Curves. Evaluating Energy and Policy Time Events Effects on CO2 Trends for Advanced Countries," Working Papers 201214, University of Ferrara, Department of Economics.
    13. Meghan R. Busse & Duncan I. Simester & Florian Zettelmeyer, 2010. "“The Best Price You'll Ever Get”: The 2005 Employee Discount Pricing Promotions in the U.S. Automobile Industry," Marketing Science, INFORMS, vol. 29(2), pages 268-290, 03-04.
    14. Meghan R. Busse & Duncan Simester & Florian Zettelmeyer, 2007. ""The Best Price You'll Ever Get" The 2005 Employee Discount Pricing Promotions in the U.S. Automobile Industry," NBER Working Papers 13140, National Bureau of Economic Research, Inc.

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