A Model for Trade-Up and Change in Considered Brands

Greg M. Allenby (), Mark J. Garratt () and Peter Rossi ()
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Greg M. Allenby: Fisher College of Business, Ohio State University, Columbus, Ohio 43210
Mark J. Garratt: In4mation Insights, Needham, Massachusetts 02494

Marketing Science, 2010, vol. 29, issue 1, 40-56

Abstract: A common theme in marketing literature is the acquisition and retention of customers as they trade up from inexpensive introductory offerings to those of higher quality. We develop a nonhomothetic choice model to accommodate effects of advertising, professional recommendation, and other factors that facilitate the description and management of trade-up. Our model allows advertising to affect the relative superiority or inferiority of products. This allows for a wide variety of trade-up patterns beyond those obtained from a standard random utility formulation of the logit model. Our nonhomothetic model allows for advertising to affect more than just brand intercepts (perceived quality), but also the rate at which consumers are willing to trade up to higher-quality brands. Advertising effects are measured using a randomized treatment and evaluated by considering their direct implications for firm pricing and profits.

Keywords: nonhomothetic utility; advertising; quality; discrete choice (search for similar items in EconPapers)
Date: 2010
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (9)

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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormksc:v:29:y:2010:i:1:p:40-56

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