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Riding successive product diffusion waves : building a tsunami via upgrade-rebate programs

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  • Avagyan, Vardan
  • Vidal-Sanz, Jose M.

Abstract

We discuss how trade-in rebates can be used to manage product multigenerational innovation diffusion waves, and study the optimal behavior of the firm controlling the prices and rebates associated to product upgrades. We show how this strategy accelerates the diffusion and can lead to profit increments of about 5%. The strategy is profitable even when the rebate subsidizes the upgrades entirely.

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  • Avagyan, Vardan & Vidal-Sanz, Jose M., 2011. "Riding successive product diffusion waves : building a tsunami via upgrade-rebate programs," DEE - Working Papers. Business Economics. WB wb114011, Universidad Carlos III de Madrid. Departamento de Economía de la Empresa.
    • Handle: RePEc:cte:wbrepe:wb114011
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    1. Johann Piet Hausberg & Peter S. H. Leeflang, 2019. "Absorbing Integration: Empirical Evidence On The Mediating Role Of Absorptive Capacity Between Functional-/Cross-Functional Integration And Innovation Performance," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 23(06), pages 1-37, August.
    2. Ebo Botchway & Jack McLaughlin & Jan Verpooten & Siegfried Dewitte, 2023. "Loyalty Programs in Second-Hand Markets Stimulate Demand but May Interfere With Supply," RAIS Conference Proceedings 2022-2024 0357, Research Association for Interdisciplinary Studies.

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    New product diffusion;

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