消费者后悔预期影响、燃油汽车现售竞争与新能源汽车预售策略选择

doi:10.16381/j.cnki.issn1003-207x.2024.2108

Abstract

Abstract:

Consumer anticipated regret plays a key role in shaping advance selling strategies for new energy vehicles. Focusing on the advance selling strategy decision problem， a two-stage Hotelling game model， considering the competition from the normal selling period of fuel vehicles and the impact of consumer anticipated regret， is constructed. The impacts of the competition intensity， regret sensitivity， and regret probability on the equilibriums of advance selling strategies are analyzed， and the influence degree of the consumer anticipated regret on the advance selling strategies is further evaluated. Results show that：（1） Only when the competition intensity surpasses a critical threshold can the new energy vehicle companies adopt the advance selling strategy. （2） In a competitive market， the advance selling strategy can enhance the value for new energy vehicle companies. Moreover， competition also promote the new energy vehicle diffusion and hinder the fuel vehicle expansion. （3） Considering consumer anticipated regret， the more sensitive consumers are to regret after purchasing new energy vehicles and the higher the probability of regret， the greater the increase in demand and profit increments brought by the advance selling strategy. Therefore， when making advance selling strategy selections， new energy vehicle companies should carefully consider and analyze the market competition environment， consumer anticipated regret， and the potential impact of these factors on the success of the strategy.

Key words: new energy vehicle, consumer anticipated regret, Hotelling game, advance selling strategy

CLC Number:

F272.3

Shu Wen,Chunfa Li,Guangqiang Wu, et al. Impact of Consumer Anticipated Regret, Competition in Fuel Vehicle Sales, and Advance Selling Strategy Selection for New Energy Vehicles[J]. Chinese Journal of Management Science, 2026, 34(11): 326-335.

Figures/Tables 11

参数	NN模式	参数	NN模式
$p f 2 N N$	$3 t - θ / 3$	$p n 2 N N$	$3 t + θ / 3$
$d f 2 N N$	$3 t - θ / 6 t$	$d n 2 N N$	$3 t + θ / 6 t$
$π f N N$	$3 t - θ 2 / 18 t$	$π n N N$	$3 t + θ 2 / 18 t$

参数	NP模式	参数	NP模式
$p n 1 N P$	$3 t - 2 θ - 3 v δ 2 + 9 θ - 3 t + 10 v δ + 12 t - 7 v - 3 θ / 6 δ + 2$	$p n 2 N P$	$- 3 t + 5 θ + 6 v δ + 9 t - 6 v - 3 θ / 3 δ + 1$
$p f 2 N P$	$δ θ + 3 δ v + 5 t - 2 θ - 3 v δ + 3 / 3 δ 2 + 10 δ + 3$	$d f 2 N P$	$3 v + θ δ + 5 t - 3 v - 2 θ / 6 δ t + 2 t$
$d n 1 N P$	$9 t - 6 θ - 9 v δ - 12 t + 5 θ + 9 v / 6 δ t + 2 t$	$d n 2 N P$	$- 3 t + 5 θ + 6 v δ + 9 t - 6 v - 3 θ / 6 δ t + 2 t$
$d n N P$	$6 t - 3 v - θ δ - 3 t + 3 v + 2 θ / 6 δ t + 2 t$	$π f N P$	$δ θ + 3 δ v + 5 t - 2 θ - 3 v 2 / 2 3 δ + 1 2 t$
$π n N P$	$3 t - 3 v - 2 θ 2 δ 2 - 12 2 v + θ t + 9 2 t 2 + v 2 + 10 v θ + 42 v + 30 θ t - 18 t 2 + v 2 - 22 v θ - 6 θ 2 δ + 3 θ 2 / 12 δ t + 4 t$

参数	RN模式	参数	RN模式
$p f 2 R N$	$- θ λ + 1 α + 3 t / 3 λ + 3$	$p n 2 R N$	$θ λ + 1 α + 3 t / 3 λ + 3$
$d f 2 R N$	$3 t - θ λ + 1 α / 6 t$	$d n 2 R N$	$θ λ + 1 α + 3 t / 6 t$
$π f R N$	$α λ θ + α θ - 3 t 2 / 18 t λ + 1$	$π n R N$	$α λ θ + α θ + 3 t 2 / 18 t λ + 1$

参数	RP模式	参数	RP模式
$p n 1 R P$	$1 - α 4 α + 2 δ - 6 α θ δ λ 3 - 4 α θ - 12 t + 7 v + 7 θ + 4 α 2 θ + 6 v + 12 θ α + 12 v + 3 θ δ - 4 α θ - 4 α 3 θ + 6 v + 2 θ α + 3 v δ 2 - 9 v - 9 θ λ 2 + 2 3 t - 3 v - θ α + 3 t δ 2 - 2 α 2 θ - 2 v + θ + 4 α θ + 8 t + 6 v + 12 θ α - 2 α 2 θ - 5 t + 2 v δ - 12 t λ + 2 α θ - 3 t + 3 v δ 2 + - 6 α θ + 3 t - 3 θ - 10 v δ 2 λ + 1 6 α δ λ + 3 δ λ - 3 δ - 9 λ - 1$	$p n 2 R P$	$3 t - 5 α θ - 6 v δ - 3 α θ - 9 t + 6 v + θ - 3 + 2 α - 5 δ θ α λ 2 - 3 2 α θ + 3 t λ + 3 t - 2 α 2 θ + 6 α t - 6 v δ + 6 v + θ λ λ + 1 6 α δ λ + 3 δ λ - 3 δ - 9 λ - 1$
$p f 2 R P$	$θ 3 - 4 α - 1 δ α λ 2 - α θ + 3 v δ - α θ - 5 t + 3 v + θ + 3 t - 4 α 2 θ + 6 α t - 3 v δ + 2 α θ + 3 v + θ - 3 t λ λ + 1 6 α δ λ + 3 δ λ - 3 δ - 9 λ - 1$	$d f 2 R P$	$θ 3 - 4 α - 1 δ α λ 2 - α θ + 3 v δ - α θ - 5 t + 3 v + 3 θ + 3 t - 4 α 2 θ + 6 α t - 3 v δ + 2 α θ + 3 v + θ - 3 t λ 2 t 6 α δ λ + 3 δ λ - 3 δ - 9 λ - 1$
$d n 1 R P$	$6 α δ θ α - 1 λ 2 + 6 α 2 θ + 9 v δ + 4 α - 9 θ - 9 v λ + 6 α θ - 9 t + 9 v δ + 4 α - 9 θ + 12 t - 9 v 2 t 6 α δ λ + 3 δ λ - 3 δ - 9 λ - 1$	$d n 2 R P$	$5 - 2 α δ - 3 θ α λ 2 + 6 v + θ - α θ λ + 3 t - 5 α θ - 6 v δ - 3 α θ + 3 t + 6 v + 6 θ + 3 t - 2 α 2 θ + 6 α t - 6 v δ - 9 t λ 2 t 6 α δ λ + 3 δ λ - 3 δ - 9 λ - 1$
$d n R P$	$α 4 α - 1 δ - 3 θ λ 2 + α θ - 6 t + 3 v δ + α θ + 3 t - 3 v + 4 α 2 θ + 6 α t + 3 t + 3 v δ - 2 α θ - 9 t - 3 v - 3 θ λ - 3 θ 2 t 6 α δ λ + 3 δ λ - 3 δ - 9 λ - 1$	$π f R P$	$3 t - 4 α 2 θ + 6 α t - 3 v δ + 2 α θ - 9 t + 3 v + 3 θ λ + 3 θ - α θ + 3 v δ - α θ - 5 t + 3 v - α 4 α - 1 δ - 3 θ λ 2 2 2 t 6 α δ λ + 3 δ λ - 3 δ - 9 λ - 1 2 λ + 1$

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Impact of Consumer Anticipated Regret, Competition in Fuel Vehicle Sales, and Advance Selling Strategy Selection for New Energy Vehicles

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