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Modeling Purchase Decision Making at a Large Electronics Retailer

Bram Janssens (UGent) , Sarah Carron (UGent) and Dirk Van De Poel (UGent)
(2019)
Author
Organization
Abstract
This study tries to model the purchasing behavior of customers at a large European electronics retail company. Building a two-stage model with both classification and regression trees, we try to pinpoint which are the most important determinants in the purchasing decision. Initial results show that, contrary to what was initially assumed, customers simply compare the retailer’s price to the lowest market price, making the purchasing decision simpler than hypothesized. This would also imply that customers do not distinguish between online players and brick-and-mortar players.

Citation

Please use this url to cite or link to this publication:

MLA
Janssens, Bram, et al. Modeling Purchase Decision Making at a Large Electronics Retailer. 2019.
APA
Janssens, B., Carron, S., & Van De Poel, D. (2019). Modeling Purchase Decision Making at a Large Electronics Retailer. Presented at the INFORMS Annual Meeting, Seattle.
Chicago author-date
Janssens, Bram, Sarah Carron, and Dirk Van De Poel. 2019. “Modeling Purchase Decision Making at a Large Electronics Retailer.” In .
Chicago author-date (all authors)
Janssens, Bram, Sarah Carron, and Dirk Van De Poel. 2019. “Modeling Purchase Decision Making at a Large Electronics Retailer.” In .
Vancouver
1.
Janssens B, Carron S, Van De Poel D. Modeling Purchase Decision Making at a Large Electronics Retailer. In 2019.
IEEE
[1]
B. Janssens, S. Carron, and D. Van De Poel, “Modeling Purchase Decision Making at a Large Electronics Retailer,” presented at the INFORMS Annual Meeting, Seattle, 2019.
@inproceedings{8633823,
  abstract     = {This study tries to model the purchasing behavior of customers at a large European electronics retail company. Building a two-stage model with both classification and regression trees, we try to pinpoint which are the most important determinants in the purchasing decision. Initial results show that, contrary to what was initially assumed, customers simply compare the retailer’s price to the lowest market price, making the purchasing decision simpler than hypothesized. This would also imply that customers do not distinguish between online players and brick-and-mortar players.},
  author       = {Janssens, Bram and Carron, Sarah and Van De Poel, Dirk},
  language     = {eng},
  location     = {Seattle},
  title        = {Modeling Purchase Decision Making at a Large Electronics Retailer},
  url          = {http://meetings2.informs.org/wordpress/seattle2019/},
  year         = {2019},
}