This paper empirically tackles a behavioral aspect of consumer choices as a determinant of demand in the German automobile industry. Our primary goal is to refine the existing literature on demand estimation by exploring the impact of uniqueness seeking behavior of individuals. Using a dataset on the segment of compact cars in the German market, we show that consumers have an intrinsic need for uniqueness seeking, and the degree a product satisfies this need can be considered as an additional product characteristic. Finally, we can derive implication for firms’ differentiation strategies.

Guerzoni, M., Soellner, R. (2013). Uniqueness Seeking and Demand Estimation in the German Automobile Industry. EURASIAN BUSINESS REVIEW, 13(2), 179-199 [10.14208/ebr.2013.03.02.004].

Uniqueness Seeking and Demand Estimation in the German Automobile Industry

Guerzoni, M;
2013

Abstract

This paper empirically tackles a behavioral aspect of consumer choices as a determinant of demand in the German automobile industry. Our primary goal is to refine the existing literature on demand estimation by exploring the impact of uniqueness seeking behavior of individuals. Using a dataset on the segment of compact cars in the German market, we show that consumers have an intrinsic need for uniqueness seeking, and the degree a product satisfies this need can be considered as an additional product characteristic. Finally, we can derive implication for firms’ differentiation strategies.
Articolo in rivista - Articolo scientifico
Demand Estimation; Discrete choice; consumer behavior; automotive
English
2013
13
2
179
199
reserved
Guerzoni, M., Soellner, R. (2013). Uniqueness Seeking and Demand Estimation in the German Automobile Industry. EURASIAN BUSINESS REVIEW, 13(2), 179-199 [10.14208/ebr.2013.03.02.004].
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/10281/289313
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