What matters in a price negotiation: Evidence from the U.S. auto retailing industry
Scott Morton F, Silva-Risso J, Zettelmeyer F. What matters in a price negotiation: Evidence from the U.S. auto retailing industry. Quantitative Marketing And Economics 2011, 9: 365-402. DOI: 10.1007/s11129-011-9108-1.Peer-Reviewed Original ResearchSearch costsReservation priceBargaining outcomesSeller's reservation priceBuyer search costsReal-world negotiationsUninformed consumersReal marketsLittle empirical workPrice negotiationsEmpirical workRetailing industryIncomplete informationNew carsDisutilityConsumersSearch behaviorNegotiation outcomesExperimental literatureNegotiationsCostSignificant effectPricesMarketBuyers