Geschätzte Wechsel zwischen Käuferzuständen nach einem Preis unter dem Referenzpreis, in seiner Höhe oder darüber

Jede Zeile nennt eine Aussage zu dieser Abbildung, ihre Quelle und die Art ihrer Prüfung.

• A ZNA14-C6 Prices enter as gains or losses against a reference price, the quantity-weighted average of the buyer's past prices; Table 7 (p. 330), posterior mean transition matrix across buyers: relaxed to vigilant 0.114, 0.143 and 0.211 after a price 10% below, at and 10% above the reference; vigilant to relaxed 0.095, 0.077 and 0.043; a price increase may move the buyer into a sticky state of higher price sensitivity; in simulated one-off price changes, losses persist longer than gains (pp. 321, 329 to 331): "we use the quantity-weighted average price the buyer observed in past purchase events as a reference price"; "the transition matrix when the price equals the reference price"; "Posterior Mean of the Transition Matrix Across Buyers"; "the likelihood of a buyer dropping from the relaxed to the vigilant state (14.3%) is almost twice as high as the likelihood of moving from the vigilant to the relaxed state (7.7%)"; "It should be noted that Table 7 presents transition matrices computed at the posterior mean."; "Thus, a price increase may have a long-term effect by transitioning the buyer to a (sticky) state of increased price sensitivity."; "the negative effects of a price hike (loss) on all four decisions persist longer than the positive effects of price drop (gain)"Zhang, Netzer & Ansari (2014) · zhang-netzer-ansari-2014-dynamic-targeted-pricing

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Diese Abbildung gehört zu einem Essay: Die Zahlen stehen hier, das Argument dort.