Time Allocation in Entrepreneurial Selling: Impact of Consumer Peer Learning and Incumbent Reaction

Yufei Huang, Onesun Steve Yoo, Bilal Gokpinar

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Abstract

How should technology entrepreneurs allocate their time to potential customers? Considering two important dynamics that influence consumers’ purchase decisions regarding new technology products, namely, consumer peer learning and incumbent reaction, we study the tactical-level time allocation decision with a simple game-theoretic model. We offer an economic rationale for the entrepreneur’s optimal time allocation for different levels of consumer peer learning and incumbent reaction as well as different revenue distributions between the buyers, and we discuss theoretical and practical implications for technology entrepreneurship.
Original languageEnglish
Pages (from-to)590 - 603
Number of pages14
JournalIEEE Transactions on Engineering Management
Volume65
Issue number4
Early online date18 Aug 2017
DOIs
Publication statusPublished - 1 Nov 2018

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