Title: An empirical study on the determination of price, warranty length and production rate in the dynamic sales market
Authors: Chin-Chun Wu; Chao-Yu Chou; Chikong Huang; Yu-Chang Lin
Addresses: Department of Information Management, I-Shou University, Da-Shu 840, Taiwan ' Department of Finance, National Taichung University of Science and Technology, Taichung 404, Taiwan ' Department of Industrial Engineering and Management, National Yunlin University of Science and Technology, Douliou 640, Taiwan ' Department of Accounting Information, National Taichung Institute of Technology, Taichung 404, Taiwan
Abstract: This paper provides a theoretical development and an empirical study on determining price, warranty length and production rate in the dynamic sales market, where word of mouth is important. For the theoretical development, we present a decision model of determining the optimal price, warranty length and production rate of a product such that the present value of the product profit may be maximised. The empirical study aims at choosing among the alternative model specifications and assessing the shapes of the sales rate function. The sales rate functions are estimated by non-linear regression, and then are tested by using automobile sales data in Taiwan as input while price, warranty length and production rate as outputs. The results of the empirical study are consistent with the corresponding theoretical predictions and consequently show the applicability of decision model.
Keywords: dynamic markets; empirical study; price determination; warranty length; production rate; word of mouth; WoM; alternative model specifications; sales rate; decision modelling; automobile industry; automotive sales; Taiwan; vehicle sales.
International Journal of Industrial and Systems Engineering, 2012 Vol.12 No.4, pp.449 - 469
Available online: 30 Oct 2012 *Full-text access for editors Access for subscribers Purchase this article Comment on this article