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International Journal of Research in Marketing, ISSN 0167-8116, 12/2018, Volume 35, Issue 4, pp. 641 - 660
Many durable product categories have well developed and organized secondary markets that make it easy for consumers to purchase used versions in lieu of new... 
Durability | Durable goods | Choice models | Secondary markets | DURABLE-GOODS | MARKET | PRICES | BUSINESS | CHOICE MODEL | Used cars | Business schools | Secondary market | Product introduction
Journal Article
Journal Article
Management Science, ISSN 0025-1909, 07/2018, Volume 64, Issue 7, p. 3187
Journal Article
03/2018, Research Handbooks in Business and Management series, ISBN 9781784716745, 16
We develop a consumer response model to evaluate and plan pricing and promotions in durable good markets. We discuss its implementation in the US automotive... 
Research Methods in Business and Management | Quantitative Research Methods | Marketing
Book Chapter
Quantitative Marketing and Economics, ISSN 1570-7156, 3/2016, Volume 14, Issue 1, pp. 41 - 95
Many consumers are keenly aware of gasoline prices, and consumer responses to gasoline prices have been well studied. In this paper, by contrast, we... 
Business and Management | Statistics for Business/Economics/Mathematical Finance/Insurance | D22 | Economic Theory/Quantitative Economics/Mathematical Methods | Automobile industry | Fuel economy | L62 | Gasoline prices | L11 | Marketing | Prices and rates | Economic aspects | Automobile dealers | Gasoline
Journal Article
The Journal of Industrial Economics, ISSN 0022-1821, 12/2015, Volume 63, Issue 4, pp. 736 - 762
Journal Article
The Journal of Industrial Economics, ISSN 0022-1821, 12/2015, Volume 63, Issue 4, pp. 736 - 762
This research theorizes that sellers of durable goods can utilize inferences about the buyer's willingness to pay based not only on her decision to trade in... 
Used cars | Durable goods | Pricing | Fees & charges | Studies | Trade | Prices | Automobile dealers | Consumers | Used automobiles | Research | Decision analysis | Willingness to pay
Journal Article
Quarterly Journal of Economics, ISSN 0033-5533, 02/2015, Volume 130, Issue 1, pp. 371 - 414
When buying durable goods, consumers must forecast how much utility they will derive from future consumption, including consumption in different states of the... 
INFORMATION SUPPRESSION | SHROUDED ATTRIBUTES | FIELD | CONSUMER CHOICE | PROJECTION BIAS | SALIENCE | ECONOMICS | SHOCKS
Journal Article
The Quarterly Journal of Economics, ISSN 0033-5533, 02/2015, Volume 130, Issue 1, p. 371
  When buying durable goods, consumers must forecast how much utility they will derive from future consumption, including consumption in different states of... 
Weather | Studies | Automobile sales | Consumption | Utility functions | Bias | Decision analysis
Journal Article
Quarterly Journal of Economics, ISSN 0033-5533, 02/2015, Volume 130, Issue 1, p. 371
Journal Article
Quarterly journal of economics, ISSN 0033-5533, 02/2015, Volume 130, Issue 1, pp. 371 - 414
When buying durable goods, consumers must forecast how much utility they will derive from future consumption, including consumption in different states of the... 
Journal Article
Management science, ISSN 0025-1909, 11/2014, Volume 60, Issue 11, pp. 2816 - 2834
The central prediction of the current paper is that manufacturer price advertising may be a less effective tool for influencing demand than retailer price... 
Journal Article
Management Science, ISSN 0025-1909, 11/2014, Volume 60, Issue 11, p. 2816
  The central prediction of the current paper is that manufacturer price advertising may be a less effective tool for influencing demand than retailer price... 
Studies | Demand | Prices | Automobile dealers | Automobile industry | Advertising campaigns | Comparative analysis
Journal Article
Management Science, ISSN 0025-1909, 11/2014, Volume 60, Issue 11, pp. 2816 - 2834
Journal Article
The American Economic Review, ISSN 0002-8282, 5/2013, Volume 103, Issue 3, pp. 575 - 579
We investigate whether the first digit of an odometer reading is more salient to consumers than subsequent digits. We find that retail transaction prices and... 
Depreciation rates | Customers | Retail prices | Wholesale trade | STRUCTURAL BEHAVIORAL ECONOMICS | Auctions | Odometers | Automobiles | Wholesale prices | Automobile leases | Vehicles | ECONOMICS | Automobile industry | Wholesale industry | Retail industry | Research | Marketing | Used automobiles | Prices | Consumer behavior | Retailing | Statistical analysis
Journal Article
American economic review, ISSN 0002-8282, 05/2013, Volume 103, Issue 3, pp. 575 - 579
We investigate whether the first digit of an odometer reading is more salient to consumers than subsequent digits. We find that retail transaction prices and... 
Journal Article
02/2013, NBER Working Paper Series
We investigate whether the first digit of an odometer reading is more salient to consumers than subsequent digits. We find that retail transaction prices and... 
Productivity, Innovation, and Entrepreneurship | Labor Studies | Industrial Organization
Paper
07/2012, NBER Working Paper Series
Projection bias is the tendency to overpredict the degree to which one's future tastes will resemble one's current tastes. We test for evidence of projection... 
Industrial Organization | Labor Studies | Studies | Weather | Real estate | Automobile industry | Impact analysis
Paper
Quantitative Marketing and Economics, ISSN 1570-7156, 12/2011, Volume 9, Issue 4, pp. 365 - 402
Journal Article
The American Economic Review, ISSN 0002-8282, 05/2010, Volume 100, Issue 2, pp. 470 - 474
We investigate the correlation in the profit margins negotiated between automobile customers and dealers for separate components of a new car transaction. We... 
Profit margins | COMPETITION AND MARKET STRUCTURE | Customers | Financial transactions | Automobile prices | Automobiles | Coefficients | Double jeopardy | Gin | Financial margins | Marketing strategies | ECONOMICS | Used car dealers | Profit | Customer relations | Negotiation, mediation and arbitration | Analysis | Studies | Automobile dealers | Market structure | Bargaining
Journal Article
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