List Prices, Sale Prices and Marketing Time: An Application to U.S. Housing Markets
AbstractMany goods are marketed after first stating a list price, with the expectation that the eventual sales price will differ. In this article, we first present a simple model of search behavior that includes the seller setting a list price. Holding constant the mean of the buyers’ distribution of potential offers for a good, we assume that the greater the list price, the slower the arrival rate of offers but the greater is the maximal offer. This trade-off determines the optimal list price, which is set simultaneously with the seller's reservation price. Comparative statics are derived through a set of numerical sensitivity tests, where we show that the greater the variance of the distribution of buyers’ potential offers, the greater is the ratio of the list price to expected sales price. Thus, sellers of atypical goods will tend to set a relatively high list price compared with standard goods. We test this hypothesis using data from the Columbus, Ohio, housing market and find substantial support. We also find empirical support for another hypothesis of the model: atypical dwellings take longer to sell.
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Bibliographic InfoArticle provided by American Real Estate and Urban Economics Association in its journal Real Estate Economics.
Volume (Year): 38 (2010)
Issue (Month): 4 (Winter)
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Other versions of this item:
- Haurin, Donald R. & Haurin, Jessica L. & Nadauld, Taylor & Sanders, Anthony B., 2006. "List Prices, Sale Prices, and Marketing Time: An Application to U.S. Housing Markets," Working Paper Series 2006-22, Ohio State University, Charles A. Dice Center for Research in Financial Economics.
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- John R. Knight & C.F. Sirmans & Geoffrey K. Turnbull, 1994.
"List price signaling and buyer behavior in the housing market,"
Federal Reserve Bank of Philadelphia, pages 177-195.
- Knight, John R & Sirmans, C F & Turnbull, Geoffrey K, 1994. "List Price Signaling and Buyer Behavior in the Housing Market," The Journal of Real Estate Finance and Economics, Springer, vol. 9(3), pages 177-92, November.
- Jun Chen & Ronald Rutherford, 2012. "Quality & Time-on-the-Market in Residential Markets," The Journal of Real Estate Finance and Economics, Springer, vol. 44(3), pages 414-428, April.
- de Wit, Erik & van der Klaauw, Bas, 2010.
"Asymmetric Information and List Price Reductions in the Housing Market,"
CEPR Discussion Papers
7799, C.E.P.R. Discussion Papers.
- de Wit, Erik R. & van der Klaauw, Bas, 2013. "Asymmetric information and list-price reductions in the housing market," Regional Science and Urban Economics, Elsevier, vol. 43(3), pages 507-520.
- Erik R. de Wit & Bas van der Klaauw, 2010. "Asymmetric Information and List Price Reductions in the Housing Market," Tinbergen Institute Discussion Papers 10-038/3, Tinbergen Institute.
- Carrillo, Paul E. & Pope, Jaren C., 2012. "Are homes hot or cold potatoes? The distribution of marketing time in the housing market," Regional Science and Urban Economics, Elsevier, vol. 42(1-2), pages 189-197.
- Haurin, Donald & McGreal, Stanley & Adair, Alastair & Brown, Louise & Webb, James R., 2013. "List price and sales prices of residential properties during booms and busts," Journal of Housing Economics, Elsevier, vol. 22(1), pages 1-10.
- de Wit, Erik R. & Englund, Peter & Francke, Marc K., 2013. "Price and transaction volume in the Dutch housing market," Regional Science and Urban Economics, Elsevier, vol. 43(2), pages 220-241.
- Rosane Hungria-Gunnelin, 2013. "Impact of Number of Bidders on Sale Price of Auctioned Condominium Apartments in Stockholm," International Real Estate Review, Asian Real Estate Society, vol. 16(3), pages 274-295.
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