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Discrete choice models of firms’ strategic decisions

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This paper outlines the methods and applications related to the nascent area of empirical discrete games in marketing. Many key strategic decisions firms make involve discrete choices such as deciding the location of a new store, determining where in product space to position a product, or what options to offer in a service contract. These decisions are fairly complex and typically involve the consideration of a number of demand, cost, and competitive factors. What makes these discrete choices particularly interesting (and challenging to analyze) is that they are interrelated with the choices of other firms because firms take into account the actions of their competitors when making their own decisions. We describe the basic problem of dealing with interrelated discrete choices in a game-theoretic framework and present the various estimation methods available. A discussion of the existing applications and future research opportunities concludes the article.

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  1. For an excellent survey of the growing literature in social interactions in a consumer context, see Hartmann et al., “Interdependent Choices and Social Multipliers: Identification, Methods and Policy Implications” in this issue.

  2. Also known as the social surplus function.


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Correspondence to Michaela Draganska.

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Draganska, M., Misra, S., Aguirregabiria, V. et al. Discrete choice models of firms’ strategic decisions. Mark Lett 19, 399–416 (2008).

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