Modeling Purchases as Repeated Events
We put forward a statistical model for interpurchase times that takes into account all the current and past information available for all purchases as time continues to run along the calendar timescale. It delivers forecasts for the number of purchases in the next period and for the timing of the first and consecutive purchases. Purchase occasions are modeled in terms of a counting process, which counts the recurrent purchases for each household as they evolve over time. We show that formulating the problem as a counting process has many advantages, both theoretically and empirically. We illustrate our model for yogurt purchases and we highlight its useful managerial implications.
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Volume (Year): 24 (2006)
Issue (Month): (October)
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References listed on IDEAS
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- Luc Duchateau & Paul Janssen & Iva Kezic & Catherine Fortpied, 2003. "Evolution of recurrent asthma event rate over time in frailty models," Journal of the Royal Statistical Society Series C, Royal Statistical Society, vol. 52(3), pages 355-363.
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- Gonul, F. & Srinivasan, K., 1993. "Consumer Purchase Behavior in a frequently Bought Product Category: Estimation Issues and Managerial Insights from a Hazard Function Model with Heterogeneity," University of Chicago - Economics Research Center 93-1, Chicago - Economics Research Center.
- Lancaster, Tony, 1979. "Econometric Methods for the Duration of Unemployment," Econometrica, Econometric Society, vol. 47(4), pages 939-56, July.
- Dipak C. Jain & Naufel J. Vilcassim, 1991. "Investigating Household Purchase Timing Decisions: A Conditional Hazard Function Approach," Marketing Science, INFORMS, vol. 10(1), pages 1-23.
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