Modeling and Testing Structured Markets: A Nested Logit Approach

P. K. Kannan and Gordon P. Wright
Additional contact information
P. K. Kannan: University of Arizona
Gordon P. Wright: Purdue University

Marketing Science, 1991, vol. 10, issue 1, 58-82

Abstract: A structured market for a product category is a pair (, ) consisting of a set of consumers who have the same decision tree, , which reflects the process by which the consumers in evaluate product features when making choices. Using a nested logit approach: (1) we present methods to test for the existence of hypothesized multiple structured markets, and (2) we present empirically determined insights on how brands compete within each structured market through the inclusion of marketing mix variables in our model. A successful empirical application of our methods using a panel data set of coffee purchases obtained from Selling Area Marketing Inc. confirms the existence of at least two distinct structured markets in the ground coffee market. The type-primary market is a segment of “switchers”, highly responsive to changes in market mix variables whereas the brand-primary market is a “loyal” segment, relatively unresponsive to marketing programs.

Keywords: market structure; nested logit models; competitive analysis; market segmentation (search for similar items in EconPapers)
Date: 1991
References: Add references at CitEc
Citations: View citations in EconPapers (25)

Downloads: (external link)
http://dx.doi.org/10.1287/mksc.10.1.58 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:inm:ormksc:v:10:y:1991:i:1:p:58-82

Access Statistics for this article

More articles in Marketing Science from INFORMS Contact information at EDIRC.
Bibliographic data for series maintained by Chris Asher ().