Modeling dynamic effects of promotion on interpurchase times

Dennis Fok, Richard Paap and Philip Hans Franses

Computational Statistics & Data Analysis, 2012, vol. 56, issue 11, 3055-3069

Abstract: Dynamic effects of marketing-mix variables on interpurchase times can be analyzed in the context of a duration model. Specifically, this can be done by extending the accelerated failure-time model with an autoregressive structure. An important feature of the model is that it allows for different long-run and short-run effects of marketing-mix variables on interpurchase times. The error-correction specification of the model contains parameters which measure the direct effect of a temporary change in a marketing-mix variable on interpurchase times and parameters which measure the long-run (cumulative) effect of a temporary change in a marketing-mix variable on current and future interpurchase times. As marketing efforts usually change during the spells, time-varying covariates are explicitly dealt with. Heterogeneity of individual behavior is allowed for through a mixture approach. An empirical analysis of purchases in three different categories reveals, for some segments of households, that the short-run effects of marketing-mix variables are significantly different from the long-run effects. The decay in the effect of changes in marketing-mix variables over time is larger in categories with large interpurchase times, and price has the largest long-run effect for the perishable product. Finally, ignoring dynamic effects leads to erroneous results about the effectiveness of marketing instruments.

Keywords: Dynamic duration model; Time-varying covariates; Error-correction model; Unobserved heterogeneity (search for similar items in EconPapers)
Date: 2012
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Citations: View citations in EconPapers (2)

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Related works:
Working Paper: Modeling dynamic effects of promotion on interpurchase times (2002)
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Persistent link: https://EconPapers.repec.org/RePEc:eee:csdana:v:56:y:2012:i:11:p:3055-3069

DOI: 10.1016/j.csda.2012.03.022

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