Abstract

Despite the dominant role of replacement purchases in many durable categories, previous research has not emphasized modeling replacement behavior. In this paper, we develop a descriptive model for replacement intentions based on variables associated with product and household characteristics, and empirically estimate this model with cross sectional data for a set of home appliances. Results indicate that the perceived condition of the currently owned unit and its age are significantly related to replacement intentions. Whether or not a spouse is working and expected future household financial situation are also significant explanatory variables. Implications and directions for future research are also discussed.

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