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Marketing Time and Pricing Strategies


  • Eddie C.M. Hui

    () (The Hong Kong Polytechnic University)

  • Joe T.Y. Wong
  • K.T. Wong


This study examines how overpricing of properties (in terms of above-market price), along with various housing attributes, influence their time-on-market (TOM). The results with the full sample show that only dummy variables depicting years 2003–2005 and flats located in Kowloon significantly affect TOM. In the sub-period analyses, however, factors such as the abovemarket price, sale price, a flat's tenure status, general property price trend, and changes in unemployment rate have significant impacts on TOM, yet their respective impacts change over time. Specifically, the effectiveness of overpricing in optimizing sellers' returns and TOM depends on economic conditions as well as on the availability of other alternatives on the housing market.

Suggested Citation

  • Eddie C.M. Hui & Joe T.Y. Wong & K.T. Wong, 2012. "Marketing Time and Pricing Strategies," Journal of Real Estate Research, American Real Estate Society, vol. 34(3), pages 375-398.
  • Handle: RePEc:jre:issued:v:34:n:3:2012:p:375-398

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    Cited by:

    1. David Koch & Gunther Maier, 2015. "The influence of estate agencies’ location and time on Internet," Review of Regional Research: Jahrbuch für Regionalwissenschaft, Springer;Gesellschaft für Regionalforschung (GfR), vol. 35(2), pages 147-171, October.

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    JEL classification:

    • L85 - Industrial Organization - - Industry Studies: Services - - - Real Estate Services


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