To expand markets for plug-in electric vehicles (EVs) beyond enthusiastic early adopters, investments must be strategic. This research characterizes a segment of EV adoption that points the way toward mainstream: consumers with low or no initial interest in EVs, “EV Converts.” Logistic regression is utilized to profile Convert demographic, household, and regional characteristics; vehicle-transa...

a r t i c l e i n f o This study analyzes data on cigarette purchasing using an extensive panel dataset. Major findings are: (1) cigarette purchasing in this market exhibits a reverse-J, or NBD (Negative Binomial Distribution)-like shape: many infrequent buyers and fewer frequent buyers; (2) Cigarette brands do exhibit high loyalty compared to other consumer categories, and show a trend to high...

Most new product adoption models have focused on single-generation products. Only recently have researchers begun to focus on the importance of analyzing the consumers' purchase demand in multigeneration products. This paper proposes a model that incorporates both initial and repeat purchases, and allows for leap-frogging behavior in multi-generation technological product markets. Whereas most ...

Mineral supplementation programs are a point of confusion for many ranchers. Sales representatives, university researchers, and cattle buyers bark at ranchers about how important it is to keep their cattle on a mineral program. Ranchers, however, are often at a loss as to how to assess mineral deficiencies, which mineral packages they need to purchase, whether they should have a custom mineral ...

Showrooming is an increasingly popular behaviour in the omnichannel era. The purpose of this paper to understand consumer intention showroom through a technology acceptance and use model based on UTAUT2 that includes value consciousness purchase involvement as drivers showrooming mobile dependency moderator. Data collected via survey answered by 659 showroomers were analysed using Partial Least...

Why did a minor math error that would occur only once every 27,000 years so enrage customers that it briefly threatened to derail Intel's Pentium chip? And how could a feature as trivial as an inexpensive cup holder swing millions of customers to purchase a $17,000 automobileparticularly when only three years later, the same cup holder had hecome almost invisible to buyers? Is it possible to de...

We consider loyalty discounts whereby the seller promises to give buyers who commit to buy from it a lower price than the seller gives to uncommitted buyers. We show that an incumbent seller can use loyalty discounts to soften price competition between itself and a rival, which raises market prices to all buyers. Each individual buyer’s agreement to a loyalty discount externalizes most of the h...

The SEG market is mature. The penetration rate of commercial SEG solutions is close to 100% of enterprises. Buyers are becoming more price-sensitive; 80% of recently surveyed reference customers said that price was important or very important in their next SEG purchase (see Note 1). The market growth rate has leveled off, and there are no significant market entrants or acquisitions — all classi...