Pregled bibliografske jedinice broj: 1069106
An empirical investigation of framing effects in negotiations: A study of single-family home sales
An empirical investigation of framing effects in negotiations: A study of single-family home sales // Psychology and Marketing, 25 (2008), 5; 465-484 doi:10.1002/mar.20220 (međunarodna recenzija, članak, znanstveni)
CROSBI ID: 1069106 Za ispravke kontaktirajte CROSBI podršku putem web obrasca
Naslov
An empirical investigation of framing effects in negotiations: A study of single-family home sales
Autori
Witte, Carl L. ; Grünhagen, Marko ; Gentry, James W.
Izvornik
Psychology and Marketing (0742-6046) 25
(2008), 5;
465-484
Vrsta, podvrsta i kategorija rada
Radovi u časopisima, članak, znanstveni
Ključne riječi
Real estate, nogotiations, prospect theory
Sažetak
This paper integrates Prospect Theory and the concept of framing in a study of consumer negotiated pricing in a real estate context. Building on previously conducted experimental designs, a field survey indicated that home sellers using sales price as a reference point display greater willingness to make concessions than those who use equity as their reference point. Further, the third‐party influence of the realtor was shown to alter Prospect Theory predictions so that even equity‐based sellers became concessionary.
Izvorni jezik
Engleski
Znanstvena područja
Ekonomija
Citiraj ovu publikaciju:
Časopis indeksira:
- Current Contents Connect (CCC)
- Web of Science Core Collection (WoSCC)
- Social Science Citation Index (SSCI)
- SCI-EXP, SSCI i/ili A&HCI
- Scopus
