Time allocation in entrepreneurial selling: Impact of consumer peer learning and incumbent reaction

• Main Authors: Gokpinar, B. (Author), Huang, Y. (Author), Yoo, O.S (Author)
• Format: Article
• Language: English
• Published: Institute of Electrical and Electronics Engineers Inc. 2018
• Subjects: Dynamic scheduling; Electric potential; Engineering education; Entrepreneurial selling; Entrepreneurship; game theory; Game theory; Marketing; Mathematical transformations; Resource management; Sales; Scheduling; technology entrepreneurship; Technology entrepreneurship; time allocation; Time allocation
• Online Access: View Fulltext in Publisher
• ISBN: 00189391 (ISSN)
• DOI: 10.1109/TEM.2017.2733227

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. © 1988-2012 IEEE.