Art

J-GLOBAL ID：201902242897109086   Reference number：19A2185654

How Do Sales Strategies of Add-ons Affect the Optimal Functionality Level of a Durable Product when Customers Prefer More-than-Necessary Features?

顧客が必要以上の特性を好む場合,アドオンの販売戦略は耐久消費財の最適機能性水準にどのように影響するか?

Author (3)： KURATA Hisashi (University of Tsukuba) ,  OVEZMYRADOV Berdymyrat (University of Tsukuba, Graduate School) ,  MEUTHIA Yumi (University of Tsukuba, Graduate School)
Material： 日本経営工学会論文誌  (Journal of JIMA. English Issues)
Volume： 70  Issue： 2E  Page： 95-104(J-STAGE)  Publication year： 2019 
JST Material Number： F0241B  ISSN： 1342-2618  Document type： Article
Article type： 原著論文  Country of issue： Japan (JPN)  Language： ENGLISH (EN)

Thesaurus term： computer program ,  *strategy ,  *durable goods ,  *property ,  product design ,  specification ,  customer satisfaction ,  mathematical model ,  *sales strategy ,  *goods
Semi thesaurus term： add-on ,  *functionality ,  mathematical model ,  *durable product

Author keywords (5)： add-on functionalities ,  product design ,  over-specification ,  consumer durable product ,  option sales strategy

JST classification (2)： Marketing  (KA06020W) ,  Mathematical programmings  (KA03030M)

Reference (41)：

• [1] Cheng, J.: “Smartphone Maker Look Beyond the Device; As Phone Sales Drop, Companies Are Turning to Add-ons and Accessories for Additional Revenue,” Wall Street Journal (Online): New York, NY (Feb. 25, 2016).
• [2] Fruchter, G. E., Gerstner, E., and Dobson, P. W.: “Fee or Free? How Much to Add on for an Add-on,” Mark. Lett., Vol. 22, pp. 65-78 (2011)
• [3] Liu, X., Derdenger, T., and Sun, B.: “An Empirical Analysis of Consumer Purchase Behavior of Base Products and Add-ons Given Compatibility Constraints,” Mark. Sci., Vol. 37, No. 4, pp. 569-591 (2018)
• [4] Kano, N., Seraku, N. Takahashi, F., and Tsuji, S.: “Attractive Quality and Must-be Quality,” J. JSQC., Vol. 14, No. 2, pp. 39-48 (1984) (in Japanese).
• [5] Mikulic, J. and Prebezac, D.: “A Critical Review of Techniques for Classifying Quality Attributes in the Kano Model,” Manag. Serv. Qual., Vol. 21, No. 1, pp. 46-66 (2011)

Terms in the title (6)： 顧客 ,  アドオン ,  販売戦略 ,  耐久消費財 ,  機能性 ,  水準