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- Title
Making the Cut: Modeling and Analyzing Choice Set Restriction in Scanner Panel Data.
- Authors
Siddarth, S.; Bucklin, Randolph E.
- Abstract
The authors develop an approach to determine and analyze choice set restriction on the basis of secondary source information on consumer purchase histories. Individual-level choice sets are estimated using a Bayesian updating procedure in conjunction with the multinomial logit model. The authors apply the procedure to scanner panel data for the liquid laundry detergent category. An analysis of estimated choice sets across panelists reveals that market share does not "go hand-in-hand" with choice set share (the percentage of choice sets in which a brand is a member). Examining choice set membership patterns, such as the co-occurrence of brands in the same product line, also provides insight into sister-brand cannibalization. Estimation results also show that promotions can expand choice sets, providing excluded brands a means to gain entry and long-term sales benefits.
- Subjects
MARKETING research; CONSUMER attitude research; PURCHASING; CONSUMER behavior research; MARKET entry; MARKET saturation; PRODUCT lines; MARKET share; PRODUCT management research; DECISION making &; psychology; MARKET positioning; SALES promotion
- Publication
Journal of Marketing Research (JMR), 1995, Vol 32, Issue 3, p255
- ISSN
0022-2437
- Publication type
Article
- DOI
10.2307/3151979