Abstract
This paper starts from the purchase of mobile phone, on the basis of effectively collecting and summarizing the large user data of a operator in Xi’an, Shaanxi Province, summarizes the factors that affect the selection behavior of users when their mobile phone is purchased, include the type attributes of mobile phone and individual level attribute of users. Then with the support of Expected Utility Theory and Discrete Choice Model, a Multinomial Logit model is established to explore how these attributes affect the users’ preference of mobile phone type, from the perspective of the mobile phone manufacturers. According to the results of the study, consumers can be roughly classified, and a precision marketing scheme of mobile phone based on operator’s large data can be ultimately provided to the manufacturers, to help them deepen their cognition of the regularity of the consumers’ choice behavior, and identify as well as divide potential customers effectively, provide customized services, precise marketing of new phones, enhance market competitiveness.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Similar content being viewed by others
References
S. Wu, Q. Shi, H. Lu, Review of error structure extension of discrete choice models in travel mode choice. Highway Eng. 32(6), 92–97 (2007) (Chinese)
J.K. Dow, J.W. Endersby, Multinomial probit and multinomial logit: a comparison of choice models for voting research. Elector. Stud. 23(1), 107–122 (2004) (English)
H. Zhou, X. Liao, Study on logit combined forecasting of the market demand. Syst. Eng.-Theory Pract. 23(7), 63–69 (2003) (Chinese)
K. Chen, X. Wang, M. Zhu, The application of logit model to marketing econometric research on consumer’s brand choice of domestic appliances. Commer. Res. 24, 195–199 (2006) (Chinese)
S. Yang, F. Xu, J. Chen, Identification of dynamic loyalty of online consumer brand choice—based on the consumer panel data of a famous E-tailer in China. Ind. Eng. Manag. 14(3), 112–117 (2009) (Chinese)
Z. Hu, F. Huang, X. Lu, P. Zhao, Multinomial logit model in consumer choice: an application in the car purchasing in China. Chin. J. Manag. Sci. 15(z1), 35–40 (2007) (Chinese)
Q. Li, A study on the choice behavior of rural residents to the retail terminal based on logit model—taking Fujian Province as an example. J. Sichuau Univ. Sci. Eng.: Soc. Sci. Ed. 6, 62–65 (2011) (Chinese)
J. Guo, Y. Li, Analysis of customer’s choice preference based on discrete choice model. Technoecon. Manag. Res. 8, 13–16 (2012) (Chinese)
H. Zhang, J. Zhang, J. Cao, C. Liu, C. Shi, Y. Yang, A study on random coefficient logit model about tourists’ destination choice based on their travel motivation. Tour. Tribune 6, 43–47 (2008) (Chinese)
G. Zhai, Y. Cao, Research on the consumer choice of mobile phone brand in China—empirical analysis based on discrete choice model. Modern Bus. Trade Ind. 20(1), 55–56 (2008) (Chinese)
L. Liu, G. Wang, W. Deng, Prediction of mobile users for updating terminal method based on dominance-based rough set approach. J. Chin. Comput. Syst. 36(8), 1789–1794 (2015) (Chinese)
D. Mcfadden, Conditional logit analysis of qualitative choice behavior. Front. Econom. 105–142 (1972) (English)
H. Wang, Q. Sun, K. Hu, Precision marketing model based on technology of signaling big data. J. Beijing Univ. Posts Telecommun. (Soc. Sci. Ed.) 18(4), 70–76, 107 (2016) (Chinese)
H. Chen, Mobile precision marketing era. E-Bus. J. 10, 32–33 (2013) (Chinese)
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2019 Springer Nature Singapore Pte Ltd.
About this paper
Cite this paper
Yan, Ym., Sun, Xy., Liu, Zx. (2019). Factors Affecting Decision on Mobile Phone Types for Consumer Purchase Based on Discrete Choice Model. In: Huang, G., Chien, CF., Dou, R. (eds) Proceeding of the 24th International Conference on Industrial Engineering and Engineering Management 2018. Springer, Singapore. https://doi.org/10.1007/978-981-13-3402-3_67
Download citation
DOI: https://doi.org/10.1007/978-981-13-3402-3_67
Published:
Publisher Name: Springer, Singapore
Print ISBN: 978-981-13-3401-6
Online ISBN: 978-981-13-3402-3
eBook Packages: Business and ManagementBusiness and Management (R0)