Identifying the Deal Prone Segment

Blattberg, Robert C.; Buesing, Thomas; Peacock, Peter; Sen, Subrata

doi:10.2307/3150585

Cited by 132 publications

(44 citation statements)

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“…It is defined as one if the account owner's profession is white collar, and the household has at least one non-adult child, and the household owns more than the average number of accounts with this bank. The logic of this inclusion follows closely the reasoning of Blattberg, Buesing, Peacock, and Sen (1978), and more primitively the work of Becker (1965). In short, we believe that households that have a high cost of time, as evidenced by increasing levels of education or the presence of children, will tend to spend less time shopping around for banking services.…”

Section: Empirical Applicationmentioning

confidence: 99%

Cross-Selling Sequentially Ordered Products: An Application to Consumer Banking Services

Sun

Wilcox

2005

Journal of Marketing Research

215

134

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Customers have predictable life cycles. As a result of these life cycles, firms that sell multiple products or services frequently observe that, in general, certain items are purchased before others. This predictable phenomenon provides opportunities for firms to cross-sell additional products and services to existing customers. This article presents a structural multivariate probit model to investigate how customer demand for multiple products evolves over time and its implications for the sequential acquisition patterns of naturally ordered products. The authors investigate customer purchase patterns for products that are marketed by a large midwestern bank. Among the substantive findings are that women and older customers are more sensitive to their overall satisfaction with the bank than are men and younger customers when determining whether to purchase additional financial services, and households whose head has a greater level of education or is male move more quickly along the financial maturity continuum than do households whose head has less education or is female.

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Section: Empirical Applicationmentioning

confidence: 99%

Cross-Selling Sequentially Ordered Products: An Application to Consumer Banking Services

Sun

Wilcox

2005

Journal of Marketing Research

215

134

View full text Add to dashboard Cite

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“…6 From the consumer perspective, using coupons saves time, cost and elastic cost, as has been proven in studies of consumer transactions. [7][8] Ward and Davis 9 noted that merchants will usually intuitively feel that the number of redeemed coupons can progressively increase with the distribution, however the studies on the different brands of special products (lemon juice) using the econometric model found that although the redeemed coupons will progressively increase with the distribution, if redemption rate is used as a measurement, then a phenomenon of progressive decrease will arise. Reibstein Because the traditionally printed coupon is limited by its accessibility mode and numerous channels, which create problems in collection, it is easier for consumers to forget printed coupons, remembering only that they can use the coupons after they have already paid for their purchase.…”

Section: The E-couponmentioning

confidence: 99%

Using the decomposed theory of planning behavioural to analyse consumer behavioural intention towards mobile text message coupons

Hsu

Wang²,

Wen³

2006

J Target Meas Anal Mark

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Technology. Her research areas include business management, consumer behaviour and service management. AbstractThe rapid development and expansion of the global mobile phone market have made mobile phones another vital marketing communication channel, next to electronic and print media. Sending discount coupons through mobile phone text messages or short message service (m-coupons) has become the latest sales promotion trend for companies. As such, the factors influencing attitude and behavioural intention of consumers using m-coupons is worth studying. The present study uses the decomposed theory of planned behaviour proposed by Taylor and Todd (1995) to analyse the attitude and behavioural intention of consumers towards m-coupons, using the said theory to understand the validity of each construct. Results of the study discovered that the decisive or crucial factors influencing the behaviour and intention of consumers in using m-coupons are attitude and perceived behavioural control, while subjective norms are not evident. The perceived usefulness under 'behavioural attitude' has a big effect on behavioural attitude; the influence of the primary group under 'subjective norms' was also evident, while self-efficacy under 'perceived behavioural control' is the most significant influential factor.

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“…Home ownership (OWNHOME) is commonly interpreted as a proxy for storage space (Blattberg et al, 1978;Hoch et al, 1995). Shoppers with more space are able to "stock-up," taking advantage of promotions, so they can visit more chains in search of deals.…”

Section: Demographicsmentioning

confidence: 99%

“…FEMWORK, COLLEGE, INCOME and YOUNGKID are expected to increase shoppers' opportunity cost of time (Blattberg, et al, 1978;Hoch, et al, 1995). We expect that shoppers with higher opportunity costs of time will shop at fewer chains.…”

Section: Demographicsmentioning

confidence: 99%

Consumer Shopping and Spending across Retail Formats

Fox

Montgomery

Lodish

2004

J BUS

283

269

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Abstract:Grocery retailers increasingly view other retail formats, particularly mass merchandisers, as a competitive threat. We present an empirical study of household shopping and packaged goods spending across retail formats -grocery stores, mass merchandisers, and drug stores. Our study considers competition between these formats and explores how retailer assortment, pricing and promotional policies, as well as household demographics, affect shopping behavior and expenditures in these different formats. This research is made possible by a new panel dataset collected by Information Resources Inc. (IRI) which captures consumer packaged good purchases made at alternative retail outlets. These purchases have previously been missed by panels that use only purchases at supermarkets.We estimate a hierarchical multivariate tobit model which captures consumer decisions about "where to shop" and "how much to buy." We find that shopping and spending vary much more across than within formats, and that the retailer's marketing mix explains more variation in shopping behavior than travel time. Of the marketing mix variables considered, we find that expenditures respond more to varying levels of assortment (in particular grocery stores) and promotion than price. This is surprising in light of the grocery industry's efforts to reduce retail assortments. Price sensitivity is most evident at grocers. Shoppers at drug stores are more sensitive to travel time than other formats, perhaps due to the convenience orientation of drug stores. We also find that households which shop more at mass merchandisers also shop more in all other formats, suggesting that visits to mass merchandisers do not substitute for trips to the grocery store.

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Identifying the Deal Prone Segment

Cited by 132 publications

References 0 publications

Cross-Selling Sequentially Ordered Products: An Application to Consumer Banking Services

Cross-Selling Sequentially Ordered Products: An Application to Consumer Banking Services

Using the decomposed theory of planning behavioural to analyse consumer behavioural intention towards mobile text message coupons

Consumer Shopping and Spending across Retail Formats

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