Customer Influence Value and Purchase Acceleration in New Product Diffusion

Posted: 24 Oct 2012

See all articles by Teck Ho

Teck Ho

University of California, Berkeley - Haas School of Business

So-Eun Park

affiliation not provided to SSRN

Zuo-Jun Max Shen

University of California, Berkeley - Department of Industrial Engineering & Operations Research (IEOR)

Date Written: 2012

Abstract

When social influence plays a key role in the diffusion of new product, the value of a customer often goes beyond her own product purchase. We posit that a customer's value (CV) comes not only from her purchase value (PV) but also from her influence value (IV) (i.e., CV = PV IV). Therefore, a customer's value can be far greater than her purchase value if she exerts a considerable influence on others. Building on a two-segment influential–imitator asymmetric influence model, we develop a model framework to derive closed-form expressions for PV, IV, and CV by customer segment as well as time of adoption, and we examine their comparative statics with respect to the diffusion parameters. A key parameter of our model framework is the social apportioning parameter, d, which determines the credit a customer receives by influencing other potential adopters. We develop an endogenous method for determining d as a function of the new product diffusion parameters. Our model framework allows us to investigate how a firm might accelerate product purchases by providing introductory discount offers to a targeted group of potential adopters at product launch. We find that purchase acceleration frequently leads to a significant increase in total customer value.

Keywords: new product diffusion, purchase value, influence value, purchase acceleration

Suggested Citation

Ho, Teck and Park, So-Eun and Shen, Zuo-Jun Max, Customer Influence Value and Purchase Acceleration in New Product Diffusion (2012). Marketing Science, Vol. 31, No. 2, 2012; pp. 236-256; DOI: 10.1287/mksc.1110.0701, Available at SSRN: https://ssrn.com/abstract=2161129

Teck Ho (Contact Author)

University of California, Berkeley - Haas School of Business ( email )

545 Student Services Building, #1900
2220 Piedmont Avenue
Berkeley, CA 94720
United States

So-Eun Park

affiliation not provided to SSRN ( email )

Zuo-Jun Max Shen

University of California, Berkeley - Department of Industrial Engineering & Operations Research (IEOR) ( email )

IEOR Department
4135 Etcheverry Hall
Berkeley, CA 94720
United States

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