A Simultaneous Model of Consumer Brand Choice and Negotiated Price

Published Online:https://doi.org/10.1287/mnsc.1070.0815

References

  • Ayres I., Siegelman P. Race and gender discrimination in bargaining for a new car. Amer. Econom. Rev. (1995) 85(3):304–321Google Scholar
  • Berry S. Estimating discrete-choice models of product differentiation. RAND J. Econom. (1994) 25(2):242–262CrossrefGoogle Scholar
  • Berry S., Levinsohn J., Pakes A. Automobile prices in market equilibrium. Econometrica (1995) 63(4):841–890CrossrefGoogle Scholar
  • Bester H. Bargaining, search costs and equilibrium price distributions. Rev. Econom. Stud. (1988) 55(2):201–214CrossrefGoogle Scholar
  • Consumer Reports Deals on wheels. (2002) 67((April)):18–21Google Scholar
  • Cramton P. C. Bargaining with incomplete information: An infinite-horizon model with two-sided uncertainty. Rev. Econom. Stud. (1984) 51(4):579–593CrossrefGoogle Scholar
  • Desai P. S., Purohit D. Let me talk to my manager: Haggling in a competitive environment. Marketing Sci. (2004) 23(2):219–223LinkGoogle Scholar
  • Dube J. P., Chintagunta P. Comment to “Bayesian analysis of simultaneous demand and supply”. Quant. Marketing Econom. (2003) 1:251–275CrossrefGoogle Scholar
  • Iyer G., Villas-Boas J. M. A bargaining theory of distribution channels. J. Marketing Res. (2003) 40(1):80–100CrossrefGoogle Scholar
  • Keller M. Profit margins are eroding fast. Automotive Industries (2000) June):P12Google Scholar
  • Maddala G. S.Limited-Dependent and Qualitative Variables in Econometrics (1983) (Cambridge University Press, Cambridge, UK) . Chap. 7CrossrefGoogle Scholar
  • Manchanda P., Rossi P. E., Chintagunta P. K. Response modeling with non-random marketing mix variables. J. Marketing Res. (2004) 41(4):467–478CrossrefGoogle Scholar
  • Nagle T. T., Holden R. K.The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making (2002) 3rd ed.(Prentice Hall, Englewood Cliffs, NJ) Google Scholar
  • Nash J. Two-person cooperative games. Econometrica (1953) 21(1):128–140CrossrefGoogle Scholar
  • Neslin S. A., Greenhalgh L. Nash's theory of cooperative games as predictor of the outcomes of buyer-seller negotiation: An experiment in media purchasing. J. Marketing Res. (1983) 20(4):368–379CrossrefGoogle Scholar
  • Neslin S. A., Greenhalgh L. The ability of Nash's theory of cooperative games to predict the outcomes of buyer-seller negotiation: A dyad-level test. Management Sci. (1986) 32(4):480–498LinkGoogle Scholar
  • Ratchford B. T., Srinivasan N. An empirical investigation of returns to search. Marketing Sci. (1993) 12(1):73–87LinkGoogle Scholar
  • Ratchford B. T., Lee M., Talukdar D. The impact of the Internet on information search for automobiles. J. Marketing Res. (2003) 40(2):193–209CrossrefGoogle Scholar
  • Roth A. E., Murnighan J. K. The role of information in bargaining: An experimental study. Econometrica (1982) 50(5):1123–1142CrossrefGoogle Scholar
  • Rubinstein A. Perfect equilibrium in a bargaining model. Econometrica (1982) 50(1):97–110CrossrefGoogle Scholar
  • Scott Morton F., Zettelmeyer F., Silva-Risso J. Internet car retailing. J. Indust. Econom. (2001) 49(4):501–519CrossrefGoogle Scholar
  • Scott Morton F., Zettelmeyer F., Silva-Risso J. Consumer information and discrimination: Does the Internet affect the pricing of new cars to women and minorities? Quant. Marketing Econom. (2003) 1(1):65–92CrossrefGoogle Scholar
  • Srivastava J., Chakravarti D., Rapoport A. Price and margin negotiations in marketing channels: An experimental study of sequential bargaining under one-sided uncertainty and opportunity cost of delay. Marketing Sci. (2000) 19(2):163–184LinkGoogle Scholar
  • Sudhir K. Competitive pricing behavior in the auto market: A structural analysis. Marketing Sci. (2001) 20(1):42–60LinkGoogle Scholar
  • Villas-Boas J. M., Winer R. Endogeneity in brand choice models. Management Sci. (1999) 45(10):1324–1338LinkGoogle Scholar
  • Yang S., Allenby G. M. Modeling interdependent consumer preferences. J. Marketing Res. (2003) 40(3):282–294CrossrefGoogle Scholar
  • Zettelmeyer F., Scott Morton F., Silva-Risso J. How the Internet lowers prices: Evidence from matched survey and auto transaction data. J. Marketing Res. (2006) 43(2):168–181CrossrefGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.