Variable Averages

Averages of independent variables for each alternative. Alternative-specific constants,

Variables /
Price
Energy Loss Maintenance Warranty
Alternatives
ABB
4.636
4.886
5.705
5.250
GE
4.511
4.966
5.818
5.398
Westinghouse
4.705
5.045
5.750
5.159
Edison
4.193
4.466
5.364
5.114

Variable Averages for Chosen Alternatives

Averages of independent variables for each alternative where that alternative was the
Variables /
Price
Energy Loss Maintenance Warranty
Alternatives
ABB
5.167
5.333
6.389
6.222
GE
5.000
5.348
5.739
5.913
Westinghouse
5.423
5.654
6.000
5.769
Edison

5.238

5.429

6.190

6.238

Confusion Matrix on Estimation Sample

Comparison of observed choices and predicted choices (based on MNL analysis).

High values in the diagonal of the confusion matrix (in bold), compared to the non-diag
Analysis has been performed on the estimation dataset, and measures the goodness-of
Observed / Predicted
Westinghous
ABB
GE
Edison
Choice
e
ABB
13
3
0
1
GE
1
19
1
1
Westinghouse
4
0
23
0
Edison
0
1
2
19

 Which
are the key drivers of choice in this marke
ative-specific constants, if added, are set
to zerovariables
by definition.
Based on your analyses, on which firms would you focus yo
Ease of
Spare Parts
Prob Solver
Quality
Install
5.239
5.364
5.898
4.841
5.455
5.250
6.080
4.739
5.114
5.216
5.920
4.932
4.784
5.000
5.534
4.432

that alternative was the chosen alternative. Alternative-specific constants, if added, are set to zer
Ease of
Spare Parts
Prob Solver
Quality
Install
5.722
5.333
6.500
5.111
5.652
5.696
6.261
4.913
5.423
5.615
6.538
5.500
5.762

5.810

6.429

5.619

Variables
/
Alternati
ves
ABB
ABB

Price
4.636
5.167

on MNL analysis).
ompared to the non-diagonal values, indicate high convergence between observations and predicti
easures the goodness-of-fit of the model.

of choice in this market?

rms would you focus your efforts? Why?

added, are set to zero by definition.

Energy
Loss
4.886
5.333

Maintena
Warranty
nce
5.705
6.389

ervations and predictions.

5.250
6.222

Spare
Parts
5.239
5.722

Ease of
Install
5.364
5.333

Prob
Solver
5.898
6.500

Quality
4.841
5.111

Coefficient Estimates [segment 1]

Coefficient estimates of the Choice model. Coefficients in bold are statistically significa
Variables / Coefficient
estimates
Price
Energy Loss
Maintenance
Warranty
Spare Parts
Ease of Install
Prob Solver
Quality
Const-1
Const-2
Const-3
Baseline

Coefficien
Standard
t
t-statistic
deviation
estimates
2.18058
2.65561
0.593692
1.1407
-0.13262
0.52002
2.03218
2.63941
-0.123791
-0.671217
-0.687235

0.586578 3.717459
0.673706 3.941794
0.437028 1.358475
0.330995 3.446286
0.21757 -0.609552
0.172875 3.00808
0.549676 3.697052
0.687749 3.837753
0.678549 -0.182436
0.71941 -0.933011
0.715046 -0.961106
n/a
n/a

Elasticities [segment 1]
Elasticities of coefficients.
Elasticities of Price
ABB
GE
Westinghouse
Edison

ABB
3.634615
-1.471748
-1.473241
-0.652087

Westingho
use
-1.161307 -1.022971
1.875311 -0.259524
-0.369128 1.823584
-0.425574 -0.463776
GE

Elasticities of Energy
Westingho
ABB
GE
Loss
use
ABB
4.643836 -1.516863 -1.287844
GE
-1.940657 2.440147 -0.39206
Westinghouse
-1.857529 -0.444567 2.298155
Edison
-0.772327 -0.521134 -0.588048
Elasticities of
Maintenance
ABB
GE
Westinghouse
Edison

ABB
1.132833
-0.445728
-0.468537
-0.2054

Westingho
use
-0.362272 -0.318883
0.597829 -0.10095
-0.108809 0.561179
-0.124377 -0.13592
GE

Edison
-0.576942
-0.471099
-0.590709
1.599235
Edison
-0.724631
-0.523714
-0.76626
1.960819
Edison
-0.179418
-0.147726
-0.174017
0.480562

Elasticities of
Warranty
ABB
GE
Westinghouse
Edison
Elasticities of Spare
Parts
ABB
GE
Westinghouse
Edison

ABB
2.073024
-0.779646
-0.927722
-0.380168
ABB
-0.220186
0.090934
0.093648
0.037089

Westingho
use
-0.67456 -0.601023
1.066372 -0.185773
-0.174626 1.088692
-0.224752 -0.291344
GE

Elasticities of Quality
ABB
GE
Westinghouse
Edison

ABB
4.098007
-1.678816
-1.675715
-0.695306
ABB
4.317409
-1.785732
-1.820957
-0.816621

-0.293951
-0.269658
-0.361457
0.932726

Westingho
Edison
use
0.074727 0.062836 0.02909
-0.12362 0.022268 0.029881
0.022186 -0.11401 0.036587
0.025259 0.030492 -0.097207
GE

Elasticities of Ease of
Westingho
ABB
GE
Install
use
ABB
0.858944 -0.27659 -0.25022
GE
-0.405316 0.515533 -0.084774
Westinghouse
-0.334918 -0.072745 0.412441
Edison
-0.185944 -0.119797 -0.111162
Elasticities of Prob
Solver
ABB
GE
Westinghouse
Edison

Edison

Westingho
use
-1.298964 -1.180654
2.261481 -0.37245
-0.390501 2.014523
-0.456325 -0.494636
GE

Westingho
use
-1.284261 -1.30575
2.333492 -0.390352
-0.442266 2.267353
-0.523535 -0.591682
GE

Edison
-0.12351
-0.11226
-0.143896
0.428216
Edison
-0.628141
-0.576746
-0.630152
1.708167
Edison
-0.677423
-0.541808
-0.761992
2.005915

are statistically significant.

Variable
Energy Loss
Quality
Price
Prob Solver
Warranty
Ease of Install

Coefficient
estimates
2.655609373
2.639411874
2.180581123
2.032180072
1.140702152
0.520022504

ABB
Energy Loss
Quality
Price
Prob Solver

4.643836
4.317409
3.634615
4.098007

Westingho
use
-1.516863 -1.287844
-1.284261 -1.30575
-1.161307 -1.022971
-1.298964 -1.180654
GE

Edison
-0.724631
-0.677423
-0.576942
-0.628141

Estimation Sample Details

Choice probabilities, predicted and observed choices, segment membership probabilitie

Westingho
ABB
GE
Edison
Respondents / Choice
use
Predicted
probabilit probabilit
probabilit
probabilities
probabilit
ABB
y
y
y
y
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer

13
16
86
3
57
69
1
2
5
6
8
9
10
11
12
14
15
17
18
19
20
22
23
25
26
27
28
29
30
31
32
33
34
35
37
39
40
41

0.638
0.556
0.611
0.747
0.723
0.785
0.153
0.000
0.020
0.000
0.000
0.003
0.060
0.222
0.000
0.000
0.011
0.213
0.005
0.003
0.000
0.000
0.011
0.035
0.347
0.000
0.000
0.000
0.010
0.001
0.000
0.000
0.000
0.000
0.225
0.206
0.000
0.266

0.000
0.167
0.380
0.253
0.276
0.215
0.823
0.000
0.000
0.968
0.564
0.000
0.940
0.050
0.000
0.001
0.989
0.131
0.000
0.997
0.996
0.995
0.002
0.000
0.003
0.001
0.003
0.000
0.944
0.584
0.000
0.014
0.000
0.000
0.192
0.009
0.000
0.000

0.362
0.203
0.000
0.000
0.001
0.000
0.024
0.026
0.980
0.031
0.000
0.013
0.000
0.727
0.006
0.999
0.000
0.077
0.995
0.000
0.004
0.000
0.003
0.964
0.074
0.000
0.062
0.002
0.000
0.415
1.000
0.000
0.000
0.000
0.575
0.785
0.048
0.734

0.000
0.073
0.009
0.000
0.000
0.000
0.000
0.974
0.000
0.000
0.436
0.984
0.000
0.000
0.994
0.000
0.000
0.579
0.000
0.000
0.000
0.005
0.985
0.000
0.576
0.999
0.935
0.998
0.046
0.000
0.000
0.986
1.000
1.000
0.009
0.000
0.952
0.000

1
1
1
1
1
1
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0

Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer
Customer

43
46
47
48
49
50
51
52
53
55
56
59
60
61
62
63
64
65
66
67
68
70
71
72
73
74
75
76
77
78
79
80
81
82
83
85
88
21
24
38
42
44
45
54
58

0.008
0.154
0.000
0.000
0.000
0.197
0.007
0.000
0.179
0.000
0.013
0.005
0.000
0.353
0.000
0.000
0.001
0.000
0.162
0.175
0.068
0.000
0.021
0.000
0.000
0.006
0.000
0.068
0.000
0.001
0.000
0.000
0.002
0.028
0.253
0.000
0.275
0.878
0.903
1.000
0.987
0.934
0.830
0.860
0.914

0.000
0.000
0.962
0.000
0.003
0.794
0.000
0.011
0.002
0.000
0.001
0.000
1.000
0.000
0.000
0.000
0.843
0.001
0.686
0.036
0.932
1.000
0.000
0.002
1.000
0.994
0.000
0.000
0.000
0.004
0.001
0.178
0.939
0.972
0.000
0.291
0.721
0.115
0.001
0.000
0.012
0.000
0.000
0.002
0.000

0.992
0.846
0.004
1.000
0.997
0.009
0.993
0.988
0.819
0.000
0.986
0.935
0.000
0.647
1.000
0.396
0.001
0.000
0.143
0.000
0.000
0.000
0.979
0.023
0.000
0.000
0.009
0.547
1.000
0.224
0.999
0.822
0.000
0.000
0.747
0.029
0.004
0.000
0.096
0.000
0.000
0.066
0.000
0.000
0.086

0.000
0.000
0.035
0.000
0.000
0.000
0.000
0.001
0.000
1.000
0.000
0.060
0.000
0.000
0.000
0.604
0.156
0.999
0.009
0.788
0.000
0.000
0.000
0.976
0.000
0.000
0.991
0.384
0.000
0.771
0.000
0.000
0.059
0.000
0.000
0.680
0.000
0.006
0.000
0.000
0.000
0.000
0.170
0.138
0.000

0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
1
1
1
1
1
1
1
1

Customer
Customer
Customer
Customer
Customer

87
7
4
36
84

0.977
0.405
0.488
0.479
0.517

0.004
0.077
0.397
0.036
0.483

0.018
0.001
0.000
0.485
0.000

0.000
0.518
0.115
0.000
0.000

1
0
1
0
1

membership probabilities and predicted segment for the sample used to estimate the model.
Predicted
Observed
Predicted
Predicted Observed Observed
Observed
Westingho
Westingho
GE
Edison
ABB
GE
Edison
use
use
0
0
0
0
0
0
1
0
0
1
1
0
1
0
0
0
1
0
0
1
1
1
0
0
0
0
0
0
1
1
0
0
0
0
0
0
0
0

0
0
0
0
0
0
0
0
1
0
0
0
0
1
0
1
0
0
1
0
0
0
0
1
0
0
0
0
0
0
1
0
0
0
1
1
0
1

0
0
0
0
0
0
0
1
0
0
0
1
0
0
1
0
0
1
0
0
0
0
1
0
1
1
1
1
0
0
0
1
1
1
0
0
1
0

1
0
0
1
1
1
0
0
0
0
0
0
0
1
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
1
0
0
1

0
1
1
0
0
0
1
0
0
1
0
0
1
0
0
0
1
1
0
1
1
1
0
0
0
0
0
0
1
0
0
0
0
0
0
0
0
0

0
0
0
0
0
0
0
0
1
0
0
0
0
0
0
1
0
0
1
0
0
0
0
1
0
0
0
0
0
1
1
0
0
0
0
1
1
0

StatusABB

0 Competetive
0 Competetive
0 Competetive
0 Competetive
0 Competetive
0 Competetive
0 Lost
1 Lost
0 Lost
0 Lost
1 Lost
1 Lost
0 Lost
0 Lost
1 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
1 Lost
0 Lost
1 Lost
1 Lost
1 Lost
1 Lost
0 Lost
0 Lost
0 Lost
1 Lost
1 Lost
1 Lost
0 Lost
0 Lost
0 Lost
0 Lost

0
0
1
0
0
1
0
0
0
0
0
0
1
0
0
0
1
0
1
0
1
1
0
0
1
1
0
0
0
0
0
0
1
1
0
0
1
0
0
0
0
0
0
0
0

1
1
0
1
1
0
1
1
1
0
1
1
0
1
1
0
0
0
0
0
0
0
1
0
0
0
0
1
1
0
1
1
0
0
1
0
0
0
0
0
0
0
0
0
0

0
0
0
0
0
0
0
0
0
1
0
0
0
0
0
1
0
1
0
1
0
0
0
1
0
0
1
0
0
1
0
0
0
0
0
1
0
0
0
0
0
0
0
0
0

0
0
0
0
0
1
0
0
0
0
0
0
0
1
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
1
1
1
1
1
1
1
1

0
0
1
0
0
0
0
0
0
0
0
0
1
0
0
0
1
0
1
0
1
1
0
0
1
1
0
0
0
0
0
0
1
1
0
0
1
0
0
0
0
0
0
0
0

1
1
0
1
1
0
1
1
1
0
1
1
0
0
1
1
0
0
0
0
0
0
1
0
0
0
0
1
1
0
1
1
0
0
1
0
0
0
0
0
0
0
0
0
0

0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
1 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
1 Lost
0 Lost
1 Lost
0 Lost
0 Lost
0 Lost
1 Lost
0 Lost
0 Lost
1 Lost
0 Lost
0 Lost
1 Lost
0 Lost
0 Lost
0 Lost
0 Lost
0 Lost
1 Lost
0 Lost
0 Loyal
0 Loyal
0 Loyal
0 Loyal
0 Loyal
0 Loyal
0 Loyal
0 Loyal

0
0
0
0
0

0
0
0
1
0

0
1
0
0
0

1
0
0
0
0

0
0
0
0
1

0
0
0
1
0

0 Loyal
1 Lost
1 Swtichable
0 Swtichable
0 Swtichable
0

e the model.
Status for GE
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Lost
Lost
Loyal
Competetive
Lost
Loyal
Lost
Lost
Lost
Loyal
Lost
Lost
Loyal
Loyal
Loyal
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Competetive
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost

Status for W
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Lost
Lost
Lost
Lost
Competetive
Lost
Loyal
Lost
Lost
Loyal
Lost
Lost
Lost
Lost
Loyal
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Lost
Lost
Lost
Competetive
Competetive
Lost
Competetive

Status for ED
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Lost
Lost
Lost
Loyal
Lost
Lost
Loyal
Lost
Lost
Competetive
Lost
Lost
Lost
Lost
Loyal
Lost
Competetive
Loyal
Loyal
Loyal
Lost
Lost
Lost
Loyal
Loyal
Loyal
Lost
Lost
Loyal
Lost

Status
Loyal
Competitive
Switchable
Lost

Lost
Lost
Loyal
Lost
Lost
Competetive
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Lost
Lost
Lost
Loyal
Lost
Competetive
Lost
Loyal
Loyal
Lost
Lost
Loyal
Loyal
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Loyal
Lost
Lost
Competetive
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost

Loyal
Loyal
Lost
Loyal
Loyal
Lost
Loyal
Loyal
Loyal
Lost
Loyal
Loyal
Lost
Competetive
Loyal
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Lost
Lost
Lost
Lost
Swtichable
Loyal
Lost
Loyal
Loyal
Lost
Lost
Competetive
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost

Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Loyal
Lost
Lost
Lost
Lost
Lost
Competetive
Lost
Loyal
Lost
Competetive
Lost
Lost
Lost
Loyal
Lost
Lost
Loyal
Lost
Lost
Competetive
Lost
Lost
Lost
Lost
Lost
Competetive
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost
Lost

Lost
Lost
Lost
Lost
Swtichable

Lost
Lost
Lost
Swtichable
Lost

Lost
Swtichable
Lost
Lost
Lost

ABB probability
0.8
0.55
0.45
0