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What matters in a price negotiation: Evidence from the U.S. auto retailing industry
16 references·16 citing·48 second hopsampled
What matters in a price negotiation: Evidence from the U.S. auto retailing industry (2011)What matters in a price negotiation: Evid…Estimating Bargaining Power in the Market for Existing Homes (2003)Estimating Bargaining Power i…The Handbook of experimental economics (1995)The Handbook of experimental …Race and Gender Discrimination in Bargaining for a New Car (1995)Race and Gender Discriminatio…4. Bargaining Experiments (1995)4. Bargaining ExperimentsAn Empirical Test of a Model of External Search for Automobiles (1991)An Empirical Test of a Model …Negotiation behavior and outcomes: Empirical evidence and theoretical issues. (1990)Negotiation behavior and outc…Game-Theoretic Models of Bargaining. (1987)Game-Theoretic Models of Barg…External Search Effort: An Investigation Across Several Product Categories (1987)External Search Effort: An In…Foundations of dynamic monopoly and the coase conjecture (1986)Foundations of dynamic monopo…Infinite-horizon models of bargaining with one-sided incomplete information (1985)Infinite-horizon models of ba…Game-Theoretic Models of Bargaining (1985)Game-Theoretic Models of Barg…Bargaining under Incomplete Information (1983)Bargaining under Incomplete I…A Model of Consumer Information Search Behavior for New Automobiles (1983)A Model of Consumer Informati…Perfect Equilibrium in a Bargaining Model (1982)Perfect Equilibrium in a Barg…An Empirical Job-Search Model, with a Test of the Constant Reservation-Wage Hypothesis (1979)An Empirical Job-Search Model…The Economics of Information (1961)The Economics of InformationThe Profitability of Revenue-Based Quotas Under Price Negotiation (2021)The Profitability of Revenue-…The future of buyer–seller interactions: a conceptual framework and research agenda (2021)The future of buyer–seller in…Perceived Versus Negotiated Discounts: The Role of Advertised Reference Prices in Price Negotiations (2021)Perceived Versus Negotiated D…“Meet Me Halfway”: The Costs and Benefits of Bargaining (2021)“Meet Me Halfway”: The Costs …When to haggle, when to hold firm? Lessons from the used‐car retail market (2020)When to haggle, when to hold …The Efficiency of Real-World Bargaining: Evidence from Wholesale Used-Auto Auctions (2020)The Efficiency of Real-World …Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End (2020)Open Negotiation: The Back-En…Consumer search in the U.S. auto industry: The role of dealership visits (2020)Consumer search in the U.S. a…Transparency and Negotiated Prices: The Value of Information in Hospital-Supplier Bargaining (2019)Transparency and Negotiated P…To Bargain or Not to Bargain: The Role of Fixed Costs in Price Negotiations (2018)To Bargain or Not to Bargain:…To Bargain or Not to Bargain: The Role of Fixed Costs in Price Negotiations (2018)To Bargain or Not to Bargain:…Fixed vs. Flexible Pricing in a Competitive Market (2018)Fixed vs. Flexible Pricing in…Who Loses when Prices are Negotiated? An Analysis of the New Car Market (2017)Who Loses when Prices are Neg…Consumer Search and Prices in the Automobile Market (2015)Consumer Search and Prices in…Bargaining Ability and Competitive Advantage: Empirical Evidence from Medical Devices (2012)Bargaining Ability and Compet…Diagnosing Consumer Confusion and Sub-Optimal Shopping Effort: Theory and Mortgage-Market Evidence (2010)Diagnosing Consumer Confusion…The Theory of Buyer Behavior (1971)Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement (1983)Measuring the Involvement Construct (1985)E‐satisfaction and e‐loyalty: A contingency framework (2003)Impact of Online Consumer Reviews on Sales: The Moderating Role of Product and Consumer Characteristics (2010)Customer Engagement: Exploring Customer Relationships Beyond Purchase (2012)Judgment under Uncertainty: Heuristics and Biases (1975)Prospect theory: An analysis of decision under risk (1988)On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies. (1998)Negotiation (2000)What do people value when they negotiate? Mapping the domain of subjective value in negotiation. (2006)Theory of games and economic behavior (2019)An Information Processing Theory of Consumer Choice (1979)Effects of Prior Knowledge and Experience and Phase of the Choice Process on Consumer Decision Processes: A Protocol Analysis (1980)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Relationship Marketing in Consumer Markets: Antecedents and Consequences (1995)Customer loyalty in e-commerce: an exploration of its antecedents and consequences (2002)Toward a Theory of Social Judgments of Organizations: The Case of Legitimacy, Reputation, and Status (2011)The Bargaining Problem (1950)The Strategy of Conflict (1960)Efficient mechanisms for bilateral trading (1983)The Simple Economics of Optimal Auctions (1989)A Noncooperative Theory of Coalitional Bargaining (1993)Hierarchy: The Economics of Managing (2016)Mathematical Psychics. An Essay on the Application of Mathematics to the Moral Sciences. (1935)Reexamination of the perfectness concept for equilibrium points in extensive games (1975)The Costs and Benefits of Ownership: A Theory of Vertical and Lateral Integration (1986)An Introduction to Varieties of Capitalism (2001)Varieties of Capitalism (2001)The Statistical Theory of Racism and Sexism. (1972)The Social Psychology of Bargaining and Negotiation (1975)Panel data and unobservable individual effects (1981)The Use of Field Experiments for Studies of Employment Discrimination: Contributions, Critiques, and Directions for the Future (2006)Taste‐Based or Statistical Discrimination: The Economics of Discrimination Returns to its Roots (2013)Digital Discrimination: The Case of Airbnb.com (2014)Durability and Monopoly (1972)An Economic Theory of Planned Obsolescence (1986)Non-Cooperative Bargaining Theory: An Introduction (1986)Silver Signals: Twenty-Five Years of Screening and Signaling (2001)Collective Action and the Evolution of Social Norms (2000)ERC: A Theory of Equity, Reciprocity, and Competition (2000)Evolutionary games on graphs (2007)The Categorical Imperative: Securities Analysts and the Illegitimacy Discount (1999)The Contributions of the Economics of Information to Twentieth Century Economics (2000)What Makes a Helpful Online Review? A Study of Customer Reviews on Amazon.Com1 (2010)Explaining Bargaining Impasse: The Role of Self-Serving Biases (1997)Strong Reciprocity and Human Sociality (2000)Discrimination in a Segmented Society: An Experimental Approach (2001)
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References

  • 1982Perfect Equilibrium in a Bargaining Model5,287 cited
  • 1961The Economics of Information5,253 cited
  • 1995The Handbook of experimental economics3,678 cited
  • 1987External Search Effort: An Investigation Across Several Product Categories1,302 cited
  • 19954. Bargaining Experiments743 cited
  • 1983A Model of Consumer Information Search Behavior for New Automobiles717 cited
  • 1986Foundations of dynamic monopoly and the coase conjecture704 cited
  • 1990Negotiation behavior and outcomes: Empirical evidence and theoretical issues.648 cited
  • 1983Bargaining under Incomplete Information620 cited
  • 1995Race and Gender Discrimination in Bargaining for a New Car604 cited
  • 1991An Empirical Test of a Model of External Search for Automobiles569 cited
  • 1985Game-Theoretic Models of Bargaining497 cited
  • 1985Infinite-horizon models of bargaining with one-sided incomplete information341 cited
  • 1987Game-Theoretic Models of Bargaining.287 cited
  • 1979An Empirical Job-Search Model, with a Test of the Constant Reservation-Wage Hypothesis272 cited
  • 2003Estimating Bargaining Power in the Market for Existing Homes

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268 cited

Cited by

  • 2021The future of buyer–seller interactions: a conceptual framework and research agenda148 cited
  • 2012Bargaining Ability and Competitive Advantage: Empirical Evidence from Medical Devices140 cited
  • 2020The Efficiency of Real-World Bargaining: Evidence from Wholesale Used-Auto Auctions94 cited
  • 2010Diagnosing Consumer Confusion and Sub-Optimal Shopping Effort: Theory and Mortgage-Market Evidence87 cited
  • 2019Transparency and Negotiated Prices: The Value of Information in Hospital-Supplier Bargaining80 cited
  • 2015Consumer Search and Prices in the Automobile Market59 cited
  • 2018To Bargain or Not to Bargain: The Role of Fixed Costs in Price Negotiations53 cited
  • 2020Consumer search in the U.S. auto industry: The role of dealership visits46 cited
  • 2020Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End37 cited
  • 2017Who Loses when Prices are Negotiated? An Analysis of the New Car Market28 cited
  • 2021Perceived Versus Negotiated Discounts: The Role of Advertised Reference Prices in Price Negotiations24 cited
  • 2021“Meet Me Halfway”: The Costs and Benefits of Bargaining19 cited
  • 2018Fixed vs. Flexible Pricing in a Competitive Market17 cited
  • 2018To Bargain or Not to Bargain: The Role of Fixed Costs in Price Negotiations14 cited
  • 2020When to haggle, when to hold firm? Lessons from the used‐car retail market13 cited
  • 2021The Profitability of Revenue-Based Quotas Under Price Negotiation12 cited