Gathering Information Before Negotiation

References

• Arnold MA (1999) Search, bargaining, and optimal asking prices. Real Estate Econom. 27(3):453–481.Crossref, Google Scholar
• Arnold MA, Lippman SA (1998) Posted prices versus bargaining in markets with asymmetric information. Econom. Inquiry 36(3):450–457.Crossref, Google Scholar
• Ayres I, Siegelman P (1995) Race and gender discrimination in bargaining for a new car. Amer. Econom. Rev. 85(3):304–321.Google Scholar
• Bester H (1993) Bargaining versus price competition in markets with quality uncertainty. Amer. Econom. Rev. 83(1):278–288.Google Scholar
• Branco F, Sun M, Villas-Boas JM (2012) Optimal search for product information. Management Sci. 58(11):2037–2056.Link, Google Scholar
• Chatterjee K, Lee CC (1998) Bargaining and search with incomplete information about outside options. Games Econom. Behav. 22:203–237.Crossref, Google Scholar
• Chen Y, Rosenthal RW (1996) On the use of ceiling-price as commitments by monopolists. RAND J. Econom. 27(2):207–220.Crossref, Google Scholar
• Chen Y, Yang S, Zhao Y (2008) A simultaneous model of consumer brand choice and negotiated price. Management Sci. 54(3):538–549.Link, Google Scholar
• Chiang R, Spatt CS (1982) Imperfect price discrimination and welfare. Rev. Econom. Stud. 49(2):155–181.Crossref, Google Scholar
• Crawford GS, Yurukoglu A (2012) The welfare effects of bundling in multichannel television markets. Amer. Econom. Rev. 102(2):634–685.Google Scholar
• Cremer J, Khalil F, Rochet J-C (1998) Strategic information gathering before a contract is offered. J. Econom. Theory 81:163–200.Crossref, Google Scholar
• Dang TV (2008) Bargaining with endogenous information. J. Econom. Theory 140(1):339–354.Crossref, Google Scholar
• Desai PS, Purohit D (2004) ‘Let me talk to my manager’: Haggling in a competitive environment. Marketing Sci. 23(2):219–233.Link, Google Scholar
• Draganska M, Klapper D, Villas-Boas SB (2010) A larger slice or a larger pie? An empirical investigation of bargaining power in the distribution channel. Marketing Sci. 29(1):57–74.Link, Google Scholar
• Dukes A, Liu L (2016) Online shopping intermediaries: The design of search environments. Management Sci. 62(4):905–1224.Google Scholar
• Gantner A (2008) Bargaining, search, and outside options. Games Econom. Behav. 62:417–435.Crossref, Google Scholar
• Gowrisankaran G, Nevo A, Town R (2014) Mergers when prices are negotiated: Evidence from the hospital industry. Amer. Econom. Rev. 105(1):172–203.Crossref, Google Scholar
• Grennan M (2013) Price discrimination and bargaining: Empirical evidence from medical devices. Amer. Econom. Rev. 103(1):145–177.Crossref, Google Scholar
• Grossman SJ (1981) The informational role of warranties and private disclosure about product quality. J. Law Econom. 24(3):461–483.Crossref, Google Scholar
• Gul F (2001) Unobservable investment and the holdup problem. Econometrica 69(2):343–376.Crossref, Google Scholar
• Guo L (2016) Contextual deliberation and preference construction. Management Sci. 62(10):2977–2993.Link, Google Scholar
• Guo L (2021) Endogenous evaluation and sequential search. Marketing Sci. 40(3):413–427.Link, Google Scholar
• Guo L, Iyer G (2013) Multilateral bargaining and downstream competition. Marketing Sci. 32(3):411–430.Link, Google Scholar
• Guo L, Wu Y (2016) Consumer deliberation and quality signaling. Quant. Marketing Econom. 14(3):233–269.Crossref, Google Scholar
• Guo L, Zhang J (2012) Consumer deliberation and product line design. Marketing Sci. 31(6):995–1007.Link, Google Scholar
• Huang G (2021) When to haggle, when to hold firm? Lessons from the used-car retail market. J. Econom. Management Strategy 29(3):579–604.Google Scholar
• Iyer G, Villas-Boas MJ (2003) A bargaining theory of distribution channels. J. Marketing Res. 40(February):80–100.Crossref, Google Scholar
• Jindal P, Newberry P (2018) To bargain or not to bargain: The role of fixed costs in price negotiations. J. Marketing Res. 55(6):832–851.Crossref, Google Scholar
• Johnson JP, Myatt DP (2006) On the simple economics of advertising, marketing, and product design. Amer. Econom. Rev. 96(3):756–784.Crossref, Google Scholar
• Ke T, Shen ZM, Villas-Boas JM (2016) Search for information on multiple products. Manage. Sci. 62(12):3576–3603.Link, Google Scholar
• Kuksov D, Villas-Boas J (2010) When more alternatives leads to less choice. Marketing Sci. 29(3):507–524.Link, Google Scholar
• Lau S (2008) Information and bargaining in the holdup problem. RAND J. Econom. 39(1):266–282.Crossref, Google Scholar
• Milgrom PR (1981) Good news and bad news: Representation theorems and applications. Bell J. Econom. 12(2):380–391.Crossref, Google Scholar
• Nash JF (1950) The bargaining problem. Econometrica 18(2):155–162.Crossref, Google Scholar
• Ning ZE (2021) List price and discount in a stochastic selling process. Marketing Sci. 40(2):366–387.Link, Google Scholar
• Rubinstein A (1982) Perfect equilibrium in a bargaining model. Econometrica 50(1):97–109.Crossref, Google Scholar
• Scott-Morton F, Silva-Risso J, Zettelmeyer F (2011) What matters in a price negotiation: Evidence from the U.S. auto retailing industry. Quant. Marketing Econom. 9(4):365–402.Crossref, Google Scholar
• Tirole J (2009) Cognition and incomplete contracts. Amer. Econom. Rev. 99(1):265–294.Crossref, Google Scholar
• Vincent DR (1989) Bargaining with common values. J. Econom. Theory 48(1):47–62.Crossref, Google Scholar
• Wang R (1995) Bargaining versus posted-price selling. Eur. Econ. Rev. 39(9):1747–1764.Crossref, Google Scholar
• Wernerfelt B (1994) Selling formats for search goods. Marketing Sci. 13(3):298–309.Link, Google Scholar
• Wernerfelt B (2012) Inefficient pre-bargaining search. J. Institute Theoretical Econom. 168(2):211–223.Crossref, Google Scholar
• Zeng X, Dasgupta S, Weinberg CB (2014) The effects of a no-haggle channel on marketing strategies. Internat. J. Res. Marketing 31(4):434–443.Crossref, Google Scholar
• Zhang L, Chung DJ (2020) Price bargaining and competition in online platforms: An empirical analysis of the daily deal market. Marketing Sci. 39(4):687–706.Link, Google Scholar
• Zhang X, Manchanda P, Chu J (2021) ‘Meet me halfway’: The costs and benefits of bargaining. Marketing Sci. 40(6):1081–1105.Abstract, Google Scholar
• Zillow.com (2010) Despite mortgage meltdown, today’s borrowers continue to spend twice as much time researching a car purchase as researching their home loan. Zillow (April 29), http://zillow.mediaroom.com/index.php?s=159&item=201.Google Scholar