“a Multicategory Model of Consumers’ Purchase Incidence, Quantity, and Brand Choice”

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GUELLILI Safia Article critique Journal of Marketing Research (JMR): Vol. 49, No. 4, pp. 435-451 “A Multicategory Model of Consumers’ Purchase Incidence, Quantity, and Brand Choice” Decisions: Methodological Issues and Implications on Promotional Decisions Published the 8/1/2012 Author: NITIN MEHTA AND YU MA Nitin Mehta is Associate Professor of Marketing in the Rotman School of Management at the University of Toronto. He received his PhD from Carnegie Mellon University. His research interests are econometric modeling in the areas of consumer’s search behavior, behavioral phenomena (memory, confirmatory bias) on brand choices, and consumer’s brand choice/purchase incidence/quantity decisions for single/multiple product categories. Yu Ma is Assistant Professor of Marketing in the School of Business at the University of Alberta. He received his PhD in Marketing from Washington University in St. Louis. His current research interests include multicategory choice modeling, food marketing, and warranties and service contracts. The authors propose a multicategory model of consumers' purchase incidence, quantity, and brand choice decisions. The model specification allows for cross-category promotion effects in both components of the primary demand (incidence and quantity decisions) and uses a flexible functional form of consumer's utility to accurately measure those cross-category effects. To demonstrate the importance of the methodology, the authors investigate two issues of relevance to retailers, namely, how retailers should allocate promotional expenditures across brands in a category and coordinate timing of promotions of brands across categories. The authors estimate the proposed model using consumers' purchases in pasta sauce and pasta categories. The results reveal that using restrictive functional forms of utilities or ignoring cross-category effects in

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