Article1995

A Segmentation Model for the Targeted Marketing of Consumer Durables

22 citations0/0 files storedJournal of Marketing Research

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Customer churn and segmentation Consumer Market Behavior and Pricing Bayesian Methods and Mixture Models

Abstract

The authors use finite mixture distribution theory to develop a segmentation model for targeting potential consumer durable buyers. The model enables them to identify simultaneously durable replacer segments on the basis of household characteristics and product ages and determine which of the household characteristics are significant predictors of segment membership. Using household data for five home appliances, the authors present an empirical application of the model. They also discuss managerial implications and uses of this approach.

Citations in this library

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References

2025Advances in Consumer Research 1983Advances in Consumer Research 1989A Probabilistic Choice Model for Market Segmentation and Elasticity Structure 1988Concomitant-Variable Latent-Class Models 1973Effects of Time and Memory Factors on Response in Surveys 1994On Using Demographic Variables to Determine Segment Membership in Logit Mixture Models 1992Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach 1993Analyzing Duration Times in Marketing: Evidence for the Effectiveness of Hazard Rate Models

Cited by

2009A Conjoint‐Hazard Model of the Timing of Buyers' Upgrading to Improved Versions of High‐Technology Products*

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