کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
971260 | 1479542 | 2012 | 5 صفحه PDF | دانلود رایگان |
Data about 233 new car models were collected, and a measure of customer success in bargaining for a new car (alpha) was created by computing the ratio between the discount received on the manufacturer's suggested retail price (MSRP) and the negotiable range (MSRP − dealer's car cost). One hypothesis was that customers who purchase more expensive cars succeed less in bargaining because of their higher time value. A second hypothesis was that a positive correlation between the negotiable range and alpha should exist, because of either customer incentives to bargain or dealer's bargaining strategy. Both hypotheses were supported by the data.
► Analysis of data about purchases of 233 new car models.
► Customers who purchase more expensive cars succeed less in bargaining because of their higher time value.
► A positive correlation between the negotiable range (MSRP − dealer's car cost) and the customer's success in the bargaining.
► The latter can result either from the customer's incentives to bargain or from the dealer's bargaining strategy.
Journal: The Journal of Socio-Economics - Volume 41, Issue 1, January 2012, Pages 26–30