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Optimal Selling Strategies: When to Haggle, When to Hold Firm

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Cited by:

  1. Dirk Bergemann & Marco Ottaviani, 2021. "Information Markets and Nonmarkets," Cowles Foundation Discussion Papers 2296, Cowles Foundation for Research in Economics, Yale University.
  2. Vasiliki Skreta, 2000. "Sequentially Optimal Mechanisms," Econometric Society World Congress 2000 Contributed Papers 1521, Econometric Society.
  3. Drew Fudenberg & David K. Levine & Jean Tirole, 1987. "Incomplete Information Bargaining with Outside Opportunities," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 102(1), pages 37-50.
  4. Saul Lach & Zvika Neeman & Mark Schankerman, 2021. "Government Financing of R&D: A Mechanism Design Approach," American Economic Journal: Microeconomics, American Economic Association, vol. 13(3), pages 238-272, August.
  5. Guofang Huang & Hong Luo & Jing Xia, 2019. "Invest in Information or Wing It? A Model of Dynamic Pricing with Seller Learning," Management Science, INFORMS, vol. 65(12), pages 5556-5583, December.
  6. Shneyerov, Artyom & Wong, Adam Chi Leung, 2010. "Bilateral matching and bargaining with private information," Games and Economic Behavior, Elsevier, vol. 68(2), pages 748-762, March.
  7. Che, Yeon-Koo & Gale, Ian, 2000. "The Optimal Mechanism for Selling to a Budget-Constrained Buyer," Journal of Economic Theory, Elsevier, vol. 92(2), pages 198-233, June.
  8. Simon Loertscher & Andras Niedermayer, 2008. "Fee Setting Intermediaries: On Real Estate Agents, Stock Brokers, and Auction Houses," Discussion Papers 1472, Northwestern University, Center for Mathematical Studies in Economics and Management Science.
  9. Sjaak Hurkens & Doh-Shin Jeon & Domenico Menicucci, 2019. "Dominance and Competitive Bundling," American Economic Journal: Microeconomics, American Economic Association, vol. 11(3), pages 1-33, August.
  10. Gottlieb, Daniel & Moreira, Humberto, 2022. "Simple contracts with adverse selection and moral hazard," LSE Research Online Documents on Economics 114348, London School of Economics and Political Science, LSE Library.
  11. Scott Fay & Robert Zeithammer, 2017. "Bidding for Bidders? How the Format for Soliciting Supplier Participation in NYOP Auctions Impacts Channel Profit," Management Science, INFORMS, vol. 63(12), pages 4324-4344, December.
  12. Hanming Fang & Peter Norman, 2014. "Toward an efficiency rationale for the public provision of private goods," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 56(2), pages 375-408, June.
  13. David Kelly & Stephen LeRoy, 2007. "Liquidity and Liquidation," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 31(3), pages 553-572, June.
  14. Gershkov, Alex & Moldovanu, Benny, 2012. "Optimal search, learning and implementation," Journal of Economic Theory, Elsevier, vol. 147(3), pages 881-909.
  15. Matthews, Steven A. & Postlewaite, Andrew, 1989. "Pre-play communication in two-person sealed-bid double auctions," Journal of Economic Theory, Elsevier, vol. 48(1), pages 238-263, June.
  16. Bergemann, Dirk & Castro, Francisco & Weintraub, Gabriel Y., 2020. "The scope of sequential screening with ex post participation constraints," Journal of Economic Theory, Elsevier, vol. 188(C).
  17. Madarász, Kristóf, 2015. "Bargaining under the Illusion of Transparency," CEPR Discussion Papers 10327, C.E.P.R. Discussion Papers.
  18. Koessler, Frédéric & Skreta, Vasiliki, 2016. "Informed seller with taste heterogeneity," Journal of Economic Theory, Elsevier, vol. 165(C), pages 456-471.
  19. Schmitz, Patrick W., 2021. "On the optimality of outsourcing when vertical integration can mitigate information asymmetries," Economics Letters, Elsevier, vol. 202(C).
  20. Jeremy Bulow & Paul Klemperer, 2009. "Why Do Sellers (Usually) Prefer Auctions?," American Economic Review, American Economic Association, vol. 99(4), pages 1544-1575, September.
  21. Moscarini, Giuseppe & Ottaviani, Marco, 2001. "Price Competition for an Informed Buyer," Journal of Economic Theory, Elsevier, vol. 101(2), pages 457-493, December.
  22. Daniel Krähmer & Roland Strausz, 2024. "Unidirectional Incentive Compatibility," CRC TR 224 Discussion Paper Series crctr224_2024_524, University of Bonn and University of Mannheim, Germany.
  23. Gabriele Camera & Alain Delacroix, 2004. "Trade Mechanism Selection in Markets with Frictions," Review of Economic Dynamics, Elsevier for the Society for Economic Dynamics, vol. 7(4), pages 851-868, October.
  24. Shneyerov, Artyom & Wong, Adam Chi Leung, 2010. "The rate of convergence to perfect competition of matching and bargaining mechanisms," Journal of Economic Theory, Elsevier, vol. 145(3), pages 1164-1187, May.
  25. Mohamed Saleh & Jean Tirole, 2021. "Taxing Identity: Theory and Evidence From Early Islam," Econometrica, Econometric Society, vol. 89(4), pages 1881-1919, July.
  26. John Asker & Estelle Cantillon, 2010. "Procurement when price and quality matter," RAND Journal of Economics, RAND Corporation, vol. 41(1), pages 1-34, March.
  27. Bester, H., 1991. "Bargaining vs. price competition in a market with quality uncertainty," Other publications TiSEM f56af471-9cf9-456a-b6cd-9, Tilburg University, School of Economics and Management.
  28. Selcuk, Cemil & Gokpinar, Bilal, 2017. "Fixed vs. Flexible Pricing in a Competitive Market," Cardiff Economics Working Papers E2017/9, Cardiff University, Cardiff Business School, Economics Section.
  29. Ellingsen, Tore & Stole, Lars A., 1996. "Mandated countertrade as a strategic commitment," Journal of International Economics, Elsevier, vol. 40(1-2), pages 67-84, February.
  30. Ian Ball & Deniz Kattwinkel, 2019. "Probabilistic Verification in Mechanism Design," CRC TR 224 Discussion Paper Series crctr224_2019_124, University of Bonn and University of Mannheim, Germany.
  31. Milam, Garrett, 2006. "A laboratory study of haggling with deadlines," International Journal of Industrial Organization, Elsevier, vol. 24(3), pages 505-520, May.
  32. Manelli, Alejandro M. & Vincent, Daniel R., 2007. "Multidimensional mechanism design: Revenue maximization and the multiple-good monopoly," Journal of Economic Theory, Elsevier, vol. 137(1), pages 153-185, November.
  33. 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.
  34. Gerardi, Dino & Hörner, Johannes & Maestri, Lucas, 2014. "The role of commitment in bilateral trade," Journal of Economic Theory, Elsevier, vol. 154(C), pages 578-603.
  35. Alexandre Ziegler & Edward P. Lazear, 2003. "The Dominance of Retail Stores," NBER Working Papers 9795, National Bureau of Economic Research, Inc.
  36. Nolan H. Miller & Nikita E. Piankov & Richard J. Zeckhauser, 2006. "Possibly‐Final Offers," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 15(3), pages 789-819, September.
  37. Moshe Babaioff & Michal Feldman & Yannai A. Gonczarowski & Brendan Lucier & Inbal Talgam-Cohen, 2020. "Escaping Cannibalization? Correlation-Robust Pricing for a Unit-Demand Buyer," Papers 2003.05913, arXiv.org, revised Aug 2020.
  38. Mierendorff, Konrad, 2016. "Optimal dynamic mechanism design with deadlines," Journal of Economic Theory, Elsevier, vol. 161(C), pages 190-222.
  39. Yeon-Koo Che & Weijie Zhong, 2021. "Robustly Optimal Mechanisms for Selling Multiple Goods," Papers 2105.02828, arXiv.org, revised Aug 2024.
  40. David Bounie & Antoine Dubus & Patrick Waelbroeck, 2020. "Market for Information and Selling Mechanisms," CESifo Working Paper Series 8307, CESifo.
  41. Menicucci, Domenico & Hurkens, Sjaak & Jeon, Doh-Shin, 2015. "On the optimality of pure bundling for a monopolist," Journal of Mathematical Economics, Elsevier, vol. 60(C), pages 33-42.
  42. Bikhchandani, Sushil & Mishra, Debasis, 2022. "Selling two identical objects," Journal of Economic Theory, Elsevier, vol. 200(C).
  43. Alon Eden & Michal Feldman & Ophir Friedler & Inbal Talgam-Cohen & S. Matthew Weinberg, 2021. "A Simple and Approximately Optimal Mechanism for a Buyer with Complements," Operations Research, INFORMS, vol. 69(1), pages 188-206, January.
  44. Skreta, Vasiliki, 2015. "Optimal auction design under non-commitment," Journal of Economic Theory, Elsevier, vol. 159(PB), pages 854-890.
  45. Atul Bhandari & Nicola Secomandi, 2011. "TECHNICAL NOTE---Revenue Management with Bargaining," Operations Research, INFORMS, vol. 59(2), pages 498-506, April.
  46. Patrick W. Schmitz, 2006. "Information Gathering, Transaction Costs, and the Property Rights Approach," American Economic Review, American Economic Association, vol. 96(1), pages 422-434, March.
  47. Koessler, Frederic & Skreta, Vasiliki, 2019. "Selling with evidence," Theoretical Economics, Econometric Society, vol. 14(2), May.
  48. Nocke, Volker & Peitz, Martin & Rosar, Frank, 2011. "Advance-purchase discounts as a price discrimination device," Journal of Economic Theory, Elsevier, vol. 146(1), pages 141-162, January.
  49. Alex Smolin, 2023. "Disclosure and pricing of attributes," RAND Journal of Economics, RAND Corporation, vol. 54(4), pages 570-597, December.
  50. Jean‐Charles Rochet & John Thanassoulis, 2019. "Intertemporal price discrimination with two products," RAND Journal of Economics, RAND Corporation, vol. 50(4), pages 951-973, December.
  51. Bergemann, Dirk & Castro, Francisco & Weintraub, Gabriel, 2022. "Third-degree price discrimination versus uniform pricing," Games and Economic Behavior, Elsevier, vol. 131(C), pages 275-291.
  52. Tapan Biswas & Jolian Mchardy, 2012. "Asking Price And Price Discounts: The Strategy Of Selling An Asset Under Price Uncertainty," Review of Economic Analysis, Digital Initiatives at the University of Waterloo Library, vol. 4(1), pages 17-37, June.
  53. Frank Yang, 2021. "Costly Multidimensional Screening," Papers 2109.00487, arXiv.org, revised Aug 2022.
  54. Hori Kazumi, 2006. "Inefficiency in a Bilateral Trading Problem with Cooperative Investment," The B.E. Journal of Theoretical Economics, De Gruyter, vol. 6(1), pages 1-11, July.
  55. Volker Nocke & Martin Peitz, 2003. "Monopoly Pricing under Demand Uncertainty: Final Sales versus Introductory ffers," PIER Working Paper Archive 03-002, Penn Institute for Economic Research, Department of Economics, University of Pennsylvania.
  56. Hummel, Patrick, 2015. "Simultaneous use of auctions and posted prices," European Economic Review, Elsevier, vol. 78(C), pages 269-284.
  57. Dirk Bergemann & Benjamin Brooks & Stephen Morris, 2015. "The Limits of Price Discrimination," American Economic Review, American Economic Association, vol. 105(3), pages 921-957, March.
  58. Mark Armstrong, 2016. "Nonlinear Pricing," Annual Review of Economics, Annual Reviews, vol. 8(1), pages 583-614, October.
  59. Hao Li & Xianwen Shi, 2025. "Stochastic Sequential Screening," Working Papers tecipa-793, University of Toronto, Department of Economics.
  60. Dmitry Shapiro, 2011. "Profitability of the Name-Your-Own-Price Channel in the Case of Risk-Averse Buyers," Marketing Science, INFORMS, vol. 30(2), pages 290-304, 03-04.
  61. Stephen Morris & Mehdi Shadmehr, 2023. "Inspiring Regime Change," Journal of the European Economic Association, European Economic Association, vol. 21(6), pages 2635-2681.
  62. Alex Gershkov & Benny Moldovanu, 2009. "Dynamic Revenue Maximization with Heterogeneous Objects: A Mechanism Design Approach," American Economic Journal: Microeconomics, American Economic Association, vol. 1(2), pages 168-198, August.
  63. Debasis Mishra & Kolagani Paramahamsa, 2018. "Selling to a naive agent with two rationales," Discussion Papers 18-03, Indian Statistical Institute, Delhi.
  64. Alp E. Atakan, 2006. "Competitive Equilibria in Decentralized Matching with Incomplete Information," Discussion Papers 1437, Northwestern University, Center for Mathematical Studies in Economics and Management Science.
  65. repec:cwl:cwldpp:1896rrr is not listed on IDEAS
  66. Sandro Shelegia & Joshua Sherman, 2014. "When the Price You See Is Not the Price You Get: A Bargaining Study," Vienna Economics Papers vie1410, University of Vienna, Department of Economics.
  67. Shi, Xianwen, 2012. "Optimal auctions with information acquisition," Games and Economic Behavior, Elsevier, vol. 74(2), pages 666-686.
  68. Kuo, Chia-Wei & Huang, Kwei-Long, 2012. "Dynamic pricing of limited inventories for multi-generation products," European Journal of Operational Research, Elsevier, vol. 217(2), pages 394-403.
  69. Dirk Bergemann & Karl Schlag, 2012. "Robust Monopoly Pricing," World Scientific Book Chapters, in: Robust Mechanism Design The Role of Private Information and Higher Order Beliefs, chapter 13, pages 417-441, World Scientific Publishing Co. Pte. Ltd..
  70. Lagerlof, Johan & Frisell, Lars, 2005. "Eliciting Demand Information through Cheap Talk: An Argument in Favour of Price Regulations," CEPR Discussion Papers 5343, C.E.P.R. Discussion Papers.
  71. Krähmer, Daniel & Strausz, Roland, 2022. "Dynamic Screening with Verifiable Bankruptcy," Rationality and Competition Discussion Paper Series 348, CRC TRR 190 Rationality and Competition.
  72. Hila Etzion & Edieal Pinker & Abraham Seidmann, 2006. "Analyzing the Simultaneous Use of Auctions and Posted Prices for Online Selling," Manufacturing & Service Operations Management, INFORMS, vol. 8(1), pages 68-91, March.
  73. Jeremy Bulow & Paul Klemperer, 2009. "Why Do Sellers (Usually) Prefer Auctions?," American Economic Review, American Economic Association, vol. 99(4), pages 1544-75, September.
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