Charles B. Weinberg

Sales Through Sequential Distribution Channels: An Application to Movies and Videos

This article focuses on the sale of a product across channels that are entered sequentially. Using a two-channel model, the authors derive the optimal time to enter the second channel and then obtain a specific parametric solution for movie distributors regarding theater attendance and subsequent sales to video stores. Using data from 35 movies, the authors estimate exponential sales curves for both theater attendance and video rentals and demonstrate how knowledge of the sales parameters in the first channel (theaters) helps predict sales in the second channel (video rentals). Finally, from the movie distributors perspective, the authors calculate optimal release times based on the model and its estimated parameters. The results suggest that profits would increase if movies were released to video sooner than is the current practice.

The Impact of Comparative Advertising on Perception and Attitude: Some Positive Findings

The effects of comparative versus noncomparative advertising were tested in an experiment across three product categories (cigarettes, golf balls, toothpastes). A series of dependent variables—perception, attitude, and cognitive response to the ads—was investigated. Comparative advertising by a challenger, a brand not the category leader, resulted in increased brand similarity between the challenger and leader. The results held whether an ad for the leader was present or not. Other effects of comparative versus noncomparative ads were also observed.

Working Wives and Major Family Expenditures

This study examines working-wife (WW) and nonworking-wife (NWW) family purchases of, and amount spent for, time-saving durables, other durables, hobby and recreation items, vacations, and college education. Size of total family income and whether the family moved recently to a different house in which they had some equity were important variables in the purchase decisions. Wifes labor force behavior, however, was not important in the purchase decisions. Income and assets, but not wifes labor force behavior, were significant in the expenditure decisions.

Clustering at the Movies

Weekly box office revenues for approximately 100 successful motion pictures are analyzed by use of a finite mixture regression technique to determine if regular sales patterns emerge. Based on an exponential decay model applied to market share data, four clusters of movies, varying in opening strength and decay rate, are found. Characteristics of the clusters and implications for future research are discussed.

Design of Subscription Programs for a Performing Arts Series

Conjoint analysis is used to determine the impact of factors such as renown of performers, seating priority, season discount, and driving time on the demand for subscription series to performing arts events. Checks to assess the consistency of the data are developed and implemented. The results suggest that commonly computed derived-attribute importance weights need to be adjusted by the number of levels, if rank order preference data are collected.

Working Wives and Major Family Expenditures: Replication and Extension

This paper updates and replicates an earlier study comparing purchases by working wives (employed outside the home) and nonworking wives and the amounts spent for time-saving durables, other durables, and hobby and recreation items. Using a 1977 data base similar to one gathered a decade earlier, wifes labor force behavior was again found not to be significantly related to either purchase or expenditure decisions for time-saving durables, when income, stage of life cycle, and other situational variables were held constant.

Coping with condom embarrassment

Abstract This study assesses the embarrassment associated with purchasing, carrying, storing, using and disposing of condoms. It incorporates coping theory into the investigation of embarrassment by analysing the strategies individuals use to cope with embarrassment during condom purchase. The results of a survey show that individuals are embarrassed at various stages related to condom use. Purchasing condoms elicits the most embarrassment, followed by carrying and disposing, while using and storing are the least embarrassing. To cope with their embarrassment while purchasing condoms, people use multiple cognitive and behavioural coping strategies, with embarrassed people using more strategies. Both embarrassment and the number of strategies used decrease with age and experience. It appears that embarrassment associated with condoms remains a barrier to condom acquisition and consistent condom use, particularly among young adult populations. Coping strategies help individuals to bridge the gap between embarrassment and use.

Consumer Dynamics in Nonprofit Organizations

This study provides useful new insights on attendance behavior of theater subscribers over time. The results are described and their implications explored—both for attracting subscribers and obtaining contributors.

Product perishability and multistore grocery shopping

Abstract Perishability, a largely unconsidered characteristic of consumer goods, is shown to play an important role in planned multistore shopping behavior. We present a model of consumers as cost minimizing inventory managers, who choose between two stores differentiated on location and price, and who purchase perishable and nonperishable goods. We show that the interaction between perishability of goods and price differences of stores can be an important driving force for planned multistore shopping. This rationale leads to a set of propositions. One unexpected result is that as the known price difference on a basket of identical goods increases between two stores, shoppers making store choice decisions on the basis of the basket price are more likely to shop regularly at both stores. We present survey results supporting our model’s predictions.

Condom embarrassment: coping and consequences for condom use in three countries

Abstract This studyinvestigates embarrassment related to condom purchase, carrying, storage, use, and disposal in three countries. We identifythe consequences of purchase embarrassment for condom use and explore strategies that individuals use to cope with purchase-related embarrassment. Surveys were distributed in Shanghai, China and Seoul, Republic of Korea based on a surveydeveloped and previouslydistributed in Vancouver, Canada. Despite different levels of development and differences in attitudes and policies toward sexualityin these countries, we find remarkablysimilar results. In all three countries, condom-related embarrassment extends beyond condom use to pre- and post-use situations. The embarrassment associated with purchasing condoms exceeds that of using condoms, and purchase-related condom embarrassment significantlyand negativelyimpacts the frequencyof condom use. Individuals use multiple coping strategies to combat purchase-related embarrassment until this embarrassment decreases with age and experience, and coping strategies are no longer needed to enable condom purchase. In short, embarrassment associated with condoms goes beyond embarrassment about condom use. Purchase-related embarrassment and the strategies individuals use to cope with this embarrassment must be considered in order to promote consistent condom use and improve sexual and reproductive health worldwide.