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

Huang, Y; Yoo, OS; Gokpinar, B; (2017) Time Allocation in Entrepreneurial Selling: Impact of Consumer Peer Learning and Incumbent Reaction. IEEE Transactions on Engineering Management 10.1109/TEM.2017.2733227. (In press). Green open access

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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, 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.

Type: Article
Title: Time Allocation in Entrepreneurial Selling: Impact of Consumer Peer Learning and Incumbent Reaction
Open access status: An open access version is available from UCL Discovery
DOI: 10.1109/TEM.2017.2733227
Publisher version: http://doi.org/10.1109/TEM.2017.2733227
Language: English
Additional information: This version is the author accepted manuscript. For information on re-use, please refer to the publisher’s terms and conditions.
Keywords: Entrepreneurial selling, game theory, technology entrepreneurship, time allocation
UCL classification: UCL > School of BEAMS
UCL > School of BEAMS > Faculty of Engineering Science
UCL > School of BEAMS > Faculty of Engineering Science > Management Science and Innovation
URI: http://discovery.ucl.ac.uk/id/eprint/1435776
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