When to haggle, when to hold firm? Lessons from the used‐car retail market
Author
Abstract
Suggested Citation
DOI: 10.1111/jems.12385
Download full text from publisher
References listed on IDEAS
- Weitzman, Martin L, 1979.
"Optimal Search for the Best Alternative,"
Econometrica, Econometric Society, vol. 47(3), pages 641-654, May.
- M. L. Weitzman, 1978. "Optimal Search for the Best Alternative," Working papers 214, Massachusetts Institute of Technology (MIT), Department of Economics.
- Yuxin Chen & Sha Yang & Ying Zhao, 2008. "A Simultaneous Model of Consumer Brand Choice and Negotiated Price," Management Science, INFORMS, vol. 54(3), pages 538-549, March.
- Steven C. Salop, 1979. "Monopolistic Competition with Outside Goods," Bell Journal of Economics, The RAND Corporation, vol. 10(1), pages 141-156, Spring.
- Xavier D’Haultfœuille & Isis Durrmeyer & Philippe Février, 2019.
"Automobile Prices in Market Equilibrium with Unobserved Price Discrimination,"
The Review of Economic Studies, Review of Economic Studies Ltd, vol. 86(5), pages 1973-1998.
- Xavier D'hautfoeuille & Isis Durrmeyer & Philippe Février, 2014. "Automobile Prices in Market Equilibrium with Unobserved Price Discrimination," Working Papers 2014-38, Center for Research in Economics and Statistics.
- D'Haultfoeuille, Xavier & Durrmeyer, Isis & Février, Philippe, 2017. "Automobile Prices in Market Equilibrium with Unobserved Price Discrimination," TSE Working Papers 17-854, Toulouse School of Economics (TSE).
- Xavier D'Haultfoeuille & Isis Durrmeyer & Philippe Février, 2017. "Automobile Prices in Market Equilibrium with Unobserved Price Discrimination," Working Papers 2017-18, Center for Research in Economics and Statistics.
- D’Haultfoeuille, Xavier & Durrmeyer, Isis & Février, Philippe, 2014. "Automobile Prices in Market Equilibrium with Unobserved Price Discrimination," Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems 477, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich.
- Steven Berry & James Levinsohn & Ariel Pakes, 2004.
"Differentiated Products Demand Systems from a Combination of Micro and Macro Data: The New Car Market,"
Journal of Political Economy, University of Chicago Press, vol. 112(1), pages 68-105, February.
- Steven Berry & James Levinsohn & Ariel Pakes, 1998. "Differentiated Products Demand Systems from a Combination of Micro and Macro Data: The New Car Market," NBER Working Papers 6481, National Bureau of Economic Research, Inc.
- Levinsohn, James & Berry, Steven & Pakes, Ariel, 2004. "Differentiated Products Demand Systems from a Combination of Micro and Macro Data: The New Car Market," Scholarly Articles 3436404, Harvard University Department of Economics.
- Steven Berry & James Levinsohn & Ariel Pakes, 2001. "Differentiated Products Demand Systems from a Combination of Micro and Macro Data: The New Car Market," Cowles Foundation Discussion Papers 1337, Cowles Foundation for Research in Economics, Yale University.
- Fiona Morton & Florian Zettelmeyer & Jorge Silva-Risso, 2003. "Consumer Information and Discrimination: Does the Internet Affect the Pricing of New Cars to Women and Minorities?," Quantitative Marketing and Economics (QME), Springer, vol. 1(1), pages 65-92, March.
- K. Sudhir, 2001. "Competitive Pricing Behavior in the Auto Market: A Structural Analysis," Marketing Science, INFORMS, vol. 20(1), pages 42-60, January.
- Goldberg, Pinelopi Koujianou, 1995. "Product Differentiation and Oligopoly in International Markets: The Case of the U.S. Automobile Industry," Econometrica, Econometric Society, vol. 63(4), pages 891-951, July.
- Amil Petrin, 2002. "Quantifying the Benefits of New Products: The Case of the Minivan," Journal of Political Economy, University of Chicago Press, vol. 110(4), pages 705-729, August.
- Babur De Los Santos & Ali Hortacsu & Matthijs R. Wildenbeest, 2012.
"Testing Models of Consumer Search Using Data on Web Browsing and Purchasing Behavior,"
American Economic Review, American Economic Association, vol. 102(6), pages 2955-2980, October.
- Babur De los Santos & Ali Hortacsu & Matthijs R. Wildenbeest, 2009. "Testing Models of Consumer Search using Data on Web Browsing and Purchasing Behavior," Working Papers 2009-05, Indiana University, Kelley School of Business, Department of Business Economics and Public Policy.
- Genesove, David, 1993. "Adverse Selection in the Wholesale Used Car Market," Journal of Political Economy, University of Chicago Press, vol. 101(4), pages 644-665, August.
- Ayres, Ian & Siegelman, Peter, 1995. "Race and Gender Discrimination in Bargaining for a New Car," American Economic Review, American Economic Association, vol. 85(3), pages 304-321, June.
- Goldberg, Pinelopi Koujianou, 1996. "Dealer Price Discrimination in New Car Purchases: Evidence from the Consumer Expenditure Survey," Journal of Political Economy, University of Chicago Press, vol. 104(3), pages 622-654, June.
- John Riley & Richard Zeckhauser, 1983. "Optimal Selling Strategies: When to Haggle, When to Hold Firm," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 98(2), pages 267-289.
- Armstrong, Mark & Vickers, John, 2001. "Competitive Price Discrimination," RAND Journal of Economics, The RAND Corporation, vol. 32(4), pages 579-605, Winter.
- Berry, Steven & Levinsohn, James & Pakes, Ariel, 1995.
"Automobile Prices in Market Equilibrium,"
Econometrica, Econometric Society, vol. 63(4), pages 841-890, July.
- Steven Berry & James Levinsohn & Ariel Pakes, 1993. "Automobile Prices in Market Equilibrium: Part I and II," NBER Working Papers 4264, National Bureau of Economic Research, Inc.
- Fiona Scott Morton & Jorge Silva-Risso & Florian Zettelmeyer, 2011. "What matters in a price negotiation: Evidence from the U.S. auto retailing industry," Quantitative Marketing and Economics (QME), Springer, vol. 9(4), pages 365-402, December.
- Steven T. Berry, 1994. "Estimating Discrete-Choice Models of Product Differentiation," RAND Journal of Economics, The RAND Corporation, vol. 25(2), pages 242-262, Summer.
- Fiona Scott Morton & Florian Zettelmeyer & Jorge Silva-Risso, 2001. "Internet Car Retailing," NBER Chapters, in: E-commerce, pages 501-519, National Bureau of Economic Research, Inc.
- Bradley J Larsen, 2021.
"The Efficiency of Real-World Bargaining: Evidence from Wholesale Used-Auto Auctions,"
The Review of Economic Studies, Review of Economic Studies Ltd, vol. 88(2), pages 851-882.
- Bradley Larsen, 2014. "The Efficiency of Real-World Bargaining: Evidence from Wholesale Used-Auto Auctions," NBER Working Papers 20431, National Bureau of Economic Research, Inc.
- Michelle Sovinsky Goeree, 2008. "Limited Information and Advertising in the U.S. Personal Computer Industry," Econometrica, Econometric Society, vol. 76(5), pages 1017-1074, September.
- Morton, Fiona Scott & Zettelmeyer, Florian & Silva-Risso, Jorge, 2001. "Internet Car Retailing," Journal of Industrial Economics, Wiley Blackwell, vol. 49(4), pages 501-519, December.
- K. Sudhir, 2001. "Competitive Pricing Behavior in the US Auto Market: A Structural Analysis," Yale School of Management Working Papers ysm228, Yale School of Management.
- Fiona Scott Morton & Florian Zettelmeyer & Jorge Silva‐Risso, 2001. "Internet Car Retailing," Journal of Industrial Economics, Wiley Blackwell, vol. 49(4), pages 501-519, December.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Lu, Tingmingke, 2023. "Response of new car buyers to alternative energy policies: The role of vehicle use heterogeneity," Economic Modelling, Elsevier, vol. 120(C).
- Laura Marcela Capera Romero, 2021. "The Effects of Usury Ceilings on Consumers Welfare: Evidence from the Microcredit Market in Colombia," Tinbergen Institute Discussion Papers 21-055/IV, Tinbergen Institute.
- Pranav Jindal & Peter Newberry, 2022. "The Profitability of Revenue-Based Quotas Under Price Negotiation," Management Science, INFORMS, vol. 68(2), pages 917-940, February.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Jason Allen & Robert Clark & Jean-François Houde, 2019.
"Search Frictions and Market Power in Negotiated-Price Markets,"
Journal of Political Economy, University of Chicago Press, vol. 127(4), pages 1550-1598.
- Robert Clark & Jason Allen & Jean-Francois Houde, 2010. "Price negotiation in differentiated product markets: An analysis of the market for insured mortgages in Canada," 2010 Meeting Papers 1072, Society for Economic Dynamics.
- Jason Allen & Robert Clark & Jean-Francois Houde, 2018. "Search Frictions And Market Power In Negotiated Price Markets," Working Paper 1403, Economics Department, Queen's University.
- Jason Allen & Robert Clark & Jean-François Houde, 2014. "Search Frictions and Market Power in Negotiated Price Markets," NBER Working Papers 19883, National Bureau of Economic Research, Inc.
- Jason Allen & Robert Clark & Jean-François Houde, 2012. "Price Negotiation in Differentiated Products Markets: Evidence from the Canadian Mortgage Market," Staff Working Papers 12-30, Bank of Canada.
- Yuxin Chen & Sha Yang & Ying Zhao, 2008. "A Simultaneous Model of Consumer Brand Choice and Negotiated Price," Management Science, INFORMS, vol. 54(3), pages 538-549, March.
- Paulo Albuquerque & Bart J. Bronnenberg, 2012. "Measuring the Impact of Negative Demand Shocks on Car Dealer Networks," Marketing Science, INFORMS, vol. 31(1), pages 4-23, January.
- Jorge Silva-Risso & Irina Ionova, 2008. "—A Nested Logit Model of Product and Transaction-Type Choice for Planning Automakers' Pricing and Promotions," Marketing Science, INFORMS, vol. 27(4), pages 545-566, 07-08.
- Ambarish Chandra & Sumeet Gulati & James M. Sallee, 2017. "Who Loses when Prices are Negotiated? An Analysis of the New Car Market," Journal of Industrial Economics, Wiley Blackwell, vol. 65(2), pages 235-274, June.
- Thomas W. Quan & Kevin R. Williams, 2017. "Product Variety, Across-Market Demand Heterogeneity, and the Value of Online Retail," Cowles Foundation Discussion Papers 2054R3, Cowles Foundation for Research in Economics, Yale University, revised Jun 2018.
- Donna, Javier D. & Pereira, Pedro & Pires, Tiago & Trindade, Andre, 2018.
"Measuring the Welfare of Intermediation in Vertical Markets,"
MPRA Paper
90240, University Library of Munich, Germany.
- Javier Donna & Andre Trindade & Pedro Pereira & Tiago Pires, 2018. "Measuring the Welfare of Intermediation in Vertical Markets," 2018 Meeting Papers 984, Society for Economic Dynamics.
- Javier D. Donna & Pedro Pereira & Tiago Pires & André Trindade, 2018. "Measuring the Welfare of Intermediation in Vertical Markets," GEE Papers 00103, Gabinete de Estratégia e Estudos, Ministério da Economia, revised May 2018.
- Steven T. Berry & Philip A. Haile, 2014.
"Identification in Differentiated Products Markets Using Market Level Data,"
Econometrica, Econometric Society, vol. 82, pages 1749-1797, September.
- Steven T. Berry & Philip A. Haile, 2014. "Identification in Differentiated Products Markets Using Market Level Data," Econometrica, Econometric Society, vol. 82(5), pages 1749-1797, September.
- Steven T. Berry & Philip A. Haile, 2010. "Identification in Differentiated Products Markets Using Market Level Data," NBER Working Papers 15641, National Bureau of Economic Research, Inc.
- Steven T. Berry & Philip Haile, 2010. "Identification in Differentiated Products Markets Using Market Level Data," Cowles Foundation Discussion Papers 1744R, Cowles Foundation for Research in Economics, Yale University, revised May 2012.
- Steven T. Berry & Philip Haile, 2010. "Identification in Differentiated Products Markets Using Market Level Data," Cowles Foundation Discussion Papers 1744, Cowles Foundation for Research in Economics, Yale University, revised Mar 2010.
- Xavier D’Haultfœuille & Isis Durrmeyer & Philippe Février, 2019.
"Automobile Prices in Market Equilibrium with Unobserved Price Discrimination,"
The Review of Economic Studies, Review of Economic Studies Ltd, vol. 86(5), pages 1973-1998.
- Xavier D'hautfoeuille & Isis Durrmeyer & Philippe Février, 2014. "Automobile Prices in Market Equilibrium with Unobserved Price Discrimination," Working Papers 2014-38, Center for Research in Economics and Statistics.
- Xavier D'Haultfoeuille & Isis Durrmeyer & Philippe Février, 2017. "Automobile Prices in Market Equilibrium with Unobserved Price Discrimination," Working Papers 2017-18, Center for Research in Economics and Statistics.
- D'Haultfoeuille, Xavier & Durrmeyer, Isis & Février, Philippe, 2017. "Automobile Prices in Market Equilibrium with Unobserved Price Discrimination," TSE Working Papers 17-854, Toulouse School of Economics (TSE).
- D’Haultfoeuille, Xavier & Durrmeyer, Isis & Février, Philippe, 2014. "Automobile Prices in Market Equilibrium with Unobserved Price Discrimination," Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems 477, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich.
- Haaf, C. Grace & Morrow, W. Ross & Azevedo, Inês M.L. & Feit, Elea McDonnell & Michalek, Jeremy J., 2016. "Forecasting light-duty vehicle demand using alternative-specific constants for endogeneity correction versus calibration," Transportation Research Part B: Methodological, Elsevier, vol. 84(C), pages 182-210.
- Adam Copeland & Wendy Dunn & George Hall, 2005.
"Prices, Production and Inventories over the Automotive Model Year,"
NBER Working Papers
11257, National Bureau of Economic Research, Inc.
- George Hall & Adam Copeland & Wendy Dunn, 2005. "Prices, Production, and Inventories Over the Automotive Model Year," 2005 Meeting Papers 346, Society for Economic Dynamics.
- Adam Copeland & Wendy E. Dunn & George J. Hall, 2005. "Prices, production, and inventories over the automotive model year," Finance and Economics Discussion Series 2005-25, Board of Governors of the Federal Reserve System (U.S.).
- Copeland, Adam & Hall, George J., 2005. "Prices, Production and Inventories over the Automotive Model Year," Working Papers 2, Yale University, Department of Economics.
- Satoshi Myojo & Yuichiro Kanazawa, 2010. "On Asymptotic Properties of the Parameters of Differentiated Product Demand and Supply Systems When Demographically-Categorized Purchasing Pattern Data are Available," Discussion Papers 1009, Graduate School of Economics, Kobe University.
- Thomas W. Quan & Kevin R. Williams, 2016.
"Product Variety, Across-Market Demand Heterogeneity, and the Value of Online Retail,"
Cowles Foundation Discussion Papers
2054, Cowles Foundation for Research in Economics, Yale University.
- Thomas W. Quan & Kevin R. Williams, 2017. "Product Variety, Across-Market Demand Heterogeneity, and the Value of Online Retail," Cowles Foundation Discussion Papers 2054R, Cowles Foundation for Research in Economics, Yale University.
- Thomas W. Quan & Kevin R. Williams, 2017. "Product Variety, Across-Market Demand Heterogeneity, and the Value of Online Retail," Cowles Foundation Discussion Papers 2054R2, Cowles Foundation for Research in Economics, Yale University, revised Oct 2017.
- Sandro Shelegia & Joshua Sherman, 2018.
"Bargaining at Retail Stores: Evidence from Vienna,"
Economics Working Papers
1606, Department of Economics and Business, Universitat Pompeu Fabra.
- Shelegia, Sandro & Sherman, Joshua, 2019. "Bargaining at Retail Stores: Evidence from Vienna," CEPR Discussion Papers 14078, C.E.P.R. Discussion Papers.
- Sandro Shelegia & Joshua Sherman, 2018. "Bargaining at Retail Stores: Evidence from Vienna," Working Papers 1032, Barcelona School of Economics.
- Erik Brynjolfsson & Astrid Dick & Michael Smith, 2010. "A nearly perfect market?," Quantitative Marketing and Economics (QME), Springer, vol. 8(1), pages 1-33, March.
- Donna, Javier D. & Pereira, Pedro & Pires, Tiago & Trindade, Andre, 2018.
"Measuring the Welfare of Intermediaries in Vertical Markets,"
MPRA Paper
90465, University Library of Munich, Germany.
- Javier Donna & Pedro Pereira & Tiago Pires & Andre Trindade, 2021. "Measuring the welfare of intermediaries in vertical markets," Working Papers 77, Red Nacional de Investigadores en Economía (RedNIE).
- Jason Kuruzovich & Siva Viswanathan & Ritu Agarwal & Sanjay Gosain & Scott Weitzman, 2008. "Marketspace or Marketplace? Online Information Search and Channel Outcomes in Auto Retailing," Information Systems Research, INFORMS, vol. 19(2), pages 182-201, June.
- Pietro Tebaldi & Alexander Torgovitsky & Hanbin Yang, 2023.
"Nonparametric Estimates of Demand in the California Health Insurance Exchange,"
Econometrica, Econometric Society, vol. 91(1), pages 107-146, January.
- Pietro Tebaldi & Alexander Torgovitsky & Hanbin Yang, 2019. "Nonparametric Estimates of Demand in the California Health Insurance Exchange," NBER Working Papers 25827, National Bureau of Economic Research, Inc.
- Reiss, Peter C. & Wolak, Frank A., 2003. "Structural Econometric Modeling: Rationales and Examples from Industrial Organization," Research Papers 1831, Stanford University, Graduate School of Business.
- DeSouza, Sergio Aquino, 2006. "Combining Aggregate and Plant-Level Data to Estimate a Discrete-Choice Demand Model," Brazilian Review of Econometrics, Sociedade Brasileira de Econometria - SBE, vol. 26(2), November.
Corrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bla:jemstr:v:29:y:2020:i:3:p:579-604. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Wiley Content Delivery (email available below). General contact details of provider: http://www.kellogg.northwestern.edu/research/journals/JEMS/ .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.