Kamel Jedidi

Augmenting Conjoint Analysis to Estimate Consumer Reservation Price

Coauthor(s): Z. Zhang.

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Abstract:
Consumer reservation price is a key concept in marketing and economics. Knowledge of consumer reservation prices is critical for implementing many pricing tactics such as bundling, target promotions, nonlinear pricing, and one-to-one pricing, and for assessing the impact of marketing strategy on demand. A conjoint-based approach is proposed to estimate consumer-level reservation prices. This approach integrates the preference estimation of traditional conjoint with the economic theory of consumer choice. This integration augments the capability of traditional conjoint such that consumers' reservation prices for a product can be derived directly from the individual-level estimates of conjoint coefficients. With this augmentation, it is possible to model a consumer's decision of not only which product to buy, but also whether to buy at all in a category. Thus, it is possible to simulate simultaneously three effects that a change in price or the introduction of a new product may generate in a market: 1. the customer switching effect, 2. the cannibalization effect, and 3. the market expansion effect.

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