To enhance their sales, companies implement various strategies to influence customer behavior. Among these strategies, context effects play a significant role for these businesses. In this article, we propose an agent based model capable of reproducing three well-known context effects in the field: the decoy effect, the compromise effect, and the similarity effect. We show how pricing influences customer behavior and how our model supports strategic decision-making through calibrated simulations. Rather than building a complex forecasting model, we focus on a minimal, well-calibrated structure that captures core behavioral effects using few parameters.

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Marketing Strategies and Context Effects

  • Jarod Vanderlynden,
  • Philippe Mathieu,
  • Romain Warlop

摘要

To enhance their sales, companies implement various strategies to influence customer behavior. Among these strategies, context effects play a significant role for these businesses. In this article, we propose an agent based model capable of reproducing three well-known context effects in the field: the decoy effect, the compromise effect, and the similarity effect. We show how pricing influences customer behavior and how our model supports strategic decision-making through calibrated simulations. Rather than building a complex forecasting model, we focus on a minimal, well-calibrated structure that captures core behavioral effects using few parameters.