Patterns of Buyer Behavior: Regularities, Models, and Extensions

Abstract

Many empirical regularities in the buying behavior of consumers have been linked together into a comprehensive model, the Dirichlet. In this paper we list some of the well-established regularities, show how they are theoretically intertwined, and illustrate how this approach to modeling can assist the marketing analyst.brand choice, store choice, replication studies, empirical generalisations

The Small-Area Hypothesis: Effects of Progress Monitoring on Goal Adherence

“…Second, we recorded intervisit time: how soon participants returned with their cards (the number of days between the card issuance date and the return date). Because the reward program required discrete purchases, more frequent activity indicated increased motivation (Kivetz et al 2006;Uncles, Ehrenberg, and Hammond 1995). Finally, we measured the number of purchases participants made on their second visit, which corresponded to the number of people they brought with them and for whom they paid.…”

Negative Double Jeopardy: The role of anti-brand sites on the internet

“…1,2 Notably, the DJ effects have repeatedly shown that this DJ or multiple jeopardy is manifested in many different product categories 1 and in consumers ' store selection decisions as well. 3 Recently, researchers have also shown that DJ effects are visible on the internet, locating these effects with search engines and online book / music retailers.…”

Consumer Brand Choice: Money Allocation as a Function of Brand Reinforcing Attributes

“…This finding questions the supposition that the quantity consumers buy remains relatively constant across shopping occasions (cf. Bell, Chiang, & Padmanabhan, 1999;Ehrenberg, 1972Ehrenberg, /1988Gupta, 1988;Uncles et al, 1995).…”

“…Few consumers are completely loyal to one brand of frequently-purchased products during a period of one year and that most consumers have a repertoire of brands, composed of a subset of brands offered in the product category, from which they buy mostly. These findings stemmed from investigations based upon consumer panel data and have been replicated across dozens of product and service categories in several countries (cf., Ehrenberg, 1972;Ehrenberg, Uncles & Goodhardt, 2004;Uncles, Ehrenberg & Hammond, 1995).…”