Huang, Y;
Yoo, OS;
Gokpinar, B;
(2018)
Time Allocation in Entrepreneurial Selling: Impact of Consumer Peer Learning and Incumbent Reaction.
IEEE Transactions on Engineering Management
, 65
(4)
pp. 590-603.
10.1109/TEM.2017.2733227.
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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 UCL > Provost and Vice Provost Offices > UCL BEAMS UCL > Provost and Vice Provost Offices > UCL BEAMS > Faculty of Engineering Science UCL > Provost and Vice Provost Offices > UCL BEAMS > Faculty of Engineering Science > UCL School of Management |
| URI: | https://discovery.ucl.ac.uk/id/eprint/1435776 |
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