Perturbation model for a product of joint consumption

Dawra, J and Katyal, K and Reddy, M N (2012) Perturbation model for a product of joint consumption. Journal of Targeting, Measurement and Analysis for Marketing, 20 (3-4). pp. 145-157.

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Abstract

Couples often have difference in preference for a product. They are likely to use either coercive or non-coercive means to resolve their differences. This behavior is, however, likely to vary from person to person. We operationalize the difference of opinion through perturbation and models heterogeneity in an individual's propensity to coerce based on a certain level of perturbation. We use a mixture modeling approach using the Expectation-Maximization Algorithm to model this heterogeneity for a product of joint consumption - movies. We show that for the same level of perturbation, couples do behave differently in using coercive strategies to settle their disagreements. Although most individuals appear to be averse to using coercion as a means of resolving their differences, some do fight in order to get their way. We also attempt to profile such individuals on the basis of certain demographics. © 2012 Macmillan Publishers Ltd.

ISB Creators:
ISB CreatorsORCiD
Dawra, JUNSPECIFIED
Item Type: Article
Uncontrolled Keywords: coercion; heterogeneity; mixture models; perturbation; spousal decision making
Subjects: Marketing
Depositing User: Users 13 not found.
Date Deposited: 24 Nov 2014 16:29
Last Modified: 24 Nov 2014 16:29
URI: http://eprints.exchange.isb.edu/id/eprint/332
Publisher URL: http://dx.doi.org/10.1057/jt.2012.11
Publisher OA policy: http://www.sherpa.ac.uk/romeo/issn/0967-3237/
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