Maaravi, Yossi; Pazy, Asya; Ganzach, Yoav - In: Judgment and Decision Making 6 (2011) 4, pp. 275-282
Three experiments investigated the relations between buyers' wealth or ability to pay (ATP) and sellers' first offers …. Study 1 demonstrated a positive correlation between sellers' first offers and their perceptions of the buyer's ATP as well … ability to obtain alternatives to a specific deal, and sellers' first offers. We found a positive correlation between sellers …