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What matters in a price negotiation: Evidence from the U.S. auto retailing industry

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  • Fiona Scott Morton

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  • Jorge Silva-Risso

    ()

  • Florian Zettelmeyer

    ()

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    File URL: http://hdl.handle.net/10.1007/s11129-011-9108-1
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    Bibliographic Info

    Article provided by Springer in its journal Quantitative Marketing and Economics.

    Volume (Year): 9 (2011)
    Issue (Month): 4 (December)
    Pages: 365-402

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    Handle: RePEc:kap:qmktec:v:9:y:2011:i:4:p:365-402

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    Web page: http://www.springerlink.com/link.asp?id=111240

    Related research

    Keywords: Bargaining; Search; Consumer characteristics; Survey; Auto industry; D82; L11; L15; L62; L81; M31;

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    References

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    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.:
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    1. Chatterjee, Kalyan & Lee, Ching Chyi, 1998. "Bargaining and Search with Incomplete Information about Outside Options," Games and Economic Behavior, Elsevier, vol. 22(2), pages 203-237, February.
    2. Gul, Faruk & Sonnenschein, Hugo & Wilson, Robert, 1986. "Foundations of dynamic monopoly and the coase conjecture," Journal of Economic Theory, Elsevier, vol. 39(1), pages 155-190, June.
    3. Brian T. Ratchford & Narasimhan Srinivasan, 1993. "An Empirical Investigation of Returns to Search," Marketing Science, INFORMS, INFORMS, vol. 12(1), pages 73-87.
    4. George J. Stigler, 1961. "The Economics of Information," Journal of Political Economy, University of Chicago Press, University of Chicago Press, vol. 69, pages 213.
    5. Beatty, Sharon E & Smith, Scott M, 1987. " External Search Effort: An Investigation across Several Product Categories," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 14(1), pages 83-95, June.
    6. Ariel Rubinstein, 2010. "Perfect Equilibrium in a Bargaining Model," Levine's Working Paper Archive 252, David K. Levine.
    7. Kiefer, Nicholas M & Neumann, George R, 1979. "An Empirical Job-Search Model, with a Test of the Constant Reservation-Wage Hypothesis," Journal of Political Economy, University of Chicago Press, University of Chicago Press, vol. 87(1), pages 89-107, February.
    8. 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 304-21, June.
    9. Rami Zwick & Amnon Rapoport & Alison King Chung Lo & A. V. Muthukrishnan, 2003. "Consumer Sequential Search: Not Enough or Too Much?," Marketing Science, INFORMS, INFORMS, vol. 22(4), pages 503-519, October.
    10. Narendranathan, Wiji & Nickell, Stephen, 1985. "Modelling the process of job search," Journal of Econometrics, Elsevier, Elsevier, vol. 28(1), pages 29-49, April.
    11. Peltzman, Sam, 1975. "The Effects of Automobile Safety Regulation," Journal of Political Economy, University of Chicago Press, University of Chicago Press, vol. 83(4), pages 677-725, August.
    12. John P. Harding & Stuart S. Rosenthal & C. F. Sirmans, 2003. "Estimating Bargaining Power in the Market for Existing Homes," The Review of Economics and Statistics, MIT Press, vol. 85(1), pages 178-188, February.
    13. Drew Fudenberg & Jean Tirole, 1991. "Game Theory," MIT Press Books, The MIT Press, edition 1, volume 1, number 0262061414, December.
    14. Kennan, John & Wilson, Robert, 1993. "Bargaining with Private Information," Journal of Economic Literature, American Economic Association, vol. 31(1), pages 45-104, March.
    15. Wolinsky, Asher, 1987. "Matching, search, and bargaining," Journal of Economic Theory, Elsevier, vol. 42(2), pages 311-333, August.
    16. Punj, Girish N & Staelin, Richard, 1983. " A Model of Consumer Information Search Behavior for New Automobiles," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 9(4), pages 366-80, March.
    17. Croson, Rachel & Boles, Terry & Murnighan, J. Keith, 2003. "Cheap talk in bargaining experiments: lying and threats in ultimatum games," Journal of Economic Behavior & Organization, Elsevier, vol. 51(2), pages 143-159, June.
    18. Perry, Motty, 1986. "An Example of Price Formation in Bilateral Situations: A Bargaining Model with Incomplete Information," Econometrica, Econometric Society, Econometric Society, vol. 54(2), pages 313-21, March.
    19. Srinivasan, Narasimhan & Ratchford, Brian T, 1991. " An Empirical Test of a Model of External Search for Automobiles," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 18(2), pages 233-42, September.
    20. Weg, Eythan & Zwick, Rami, 1991. "On the rebustness of perfect equilibrium in fixed cost sequential bargaining under an isomorphic transformation," Economics Letters, Elsevier, vol. 36(1), pages 21-24, May.
    21. Drew Fudenberg & David K. Levine & Jean Tirole, 1985. "Infinite-Horizon Models of Bargaining with One-Sided Incomplete Information," Levine's Working Paper Archive 1098, David K. Levine.
    22. Rami Zwick & Ching Chyi Lee, 1999. "Bargaining and Search: An Experimental Study," Experimental, EconWPA 9902003, EconWPA.
    23. Kristen Keith & Abagail McWilliams, 1999. "The Returns to mobility and job search by gender," Industrial and Labor Relations Review, ILR Review, Cornell University, ILR School, vol. 52(3), pages 460-477, April.
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