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The artist–art dealer relationship as a marketing channel

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  • Cellini, Roberto
  • Cuccia, Tiziana

Abstract

This article studies the relationship between the artist and the art dealer, interpreted as being the two members of a “marketing channel”, as defined by industrial organization and marketing science literature. The result for both parties depends on the individual effort that each of them puts in; uncoordinated effort levels are shown to result in an inefficient outcome. Efficiency, subject to different institutional settings and agreements, is studied here with specific reference to the visual arts. The results may easily apply to the stage of creation of a number of different artistic goods. Possible ways to reach efficient outcomes in marketing channels in artistic fields are suggested and discussed.

Suggested Citation

  • Cellini, Roberto & Cuccia, Tiziana, 2014. "The artist–art dealer relationship as a marketing channel," Research in Economics, Elsevier, vol. 68(1), pages 57-69.
    • Handle: RePEc:eee:reecon:v:68:y:2014:i:1:p:57-69
    DOI: 10.1016/j.rie.2013.12.003
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    Cited by:

    1. Francesco Angelini & Massimiliano Castellani, 2018. "Private pricing in the art market," Economics Bulletin, AccessEcon, vol. 38(4), pages 2371-2378.
    2. Angelini, Francesco & Castellani, Massimiliano, 2022. "Price and information disclosure in the private art market: A signalling game," Research in Economics, Elsevier, vol. 76(1), pages 14-20.
    3. Francesco Angelini & Massimiliano Castellani & Lorenzo Zirulia, 2022. "Overconfidence in the art market: a bargaining pricing model with asymmetric disinformation," Economia Politica: Journal of Analytical and Institutional Economics, Springer;Fondazione Edison, vol. 39(3), pages 961-988, October.
    4. Federico Etro & Elena Stepanova, 2015. "The Market for Paintings in Paris between Rococo and Romanticism," Kyklos, Wiley Blackwell, vol. 68(1), pages 28-50, February.

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