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Persuasion and empathy in salesperson-customer interactions

Rotemberg, Julio J. - 2010

In a search model, prospects encounter salespeople who can try to persuade them. Persuasive messages can increase the … utility of buying or increase the cost of not buying. The latter reduces welfare. Equilibria where only some salespeople make … a persuasive effort often exist. Salespeople vary in their empathy, and choose their jobs accordingly. When all …

Persistent link: https://www.econbiz.de/10012462677

Understanding Bank Runs : The Importance of Depositor-Bank Relationships and Networks

Iyer, Rajkamal - 2008

We use a unique, new, database to examine micro depositor level data for a bank that faced a run. We use minute-by-minute depositor withdrawal data to understand the effectiveness of deposit insurance, the role of social networks, and the importance of bank-depositor relationships in influencing...

Persistent link: https://www.econbiz.de/10012464366

Selling Price and Selling Time : The Impact of Seller Motivation

Glower, Michel - 1995

This study considers the role that seller motivation plays in determining sales price and selling time. We find that sale prices are directly related to the estimated value of the property and to the amount of over-pricing, which is directly related to the seller's level of motivation. Further,...

Persistent link: https://www.econbiz.de/10012473818

Kinks as Goals : Accelerating Commissions and the Performance of Sales Teams

Kuhn, Peter Joseph; Yu, Lizi - National Bureau of Economic Research - 2021

We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...

Persistent link: https://www.econbiz.de/10012482702

The Impatient Salesperson and the Delegation of Pricing Authority

Lazear, Edward P. - 2014

Sales agents are impatient relative to owners. If a good fails to sell, the owner still retains possession of that good and can enjoy its services, whereas the agent receives nothing. As a consequence, sales agents prefer a lower price than does an owner. Owners are therefore reluctant to...

Persistent link: https://www.econbiz.de/10012458136

The Role of Sales Agents in Information Disclosure : Evidence from a Field Experiment

Allcott, Hunt - 2014

With a large nationwide retailer, we run a natural field experiment to measure the effects of energy use information disclosure, customer rebates, and sales agent incentives on demand for energy efficient durable goods. While a combination of large rebates plus sales incentives substantially...

Persistent link: https://www.econbiz.de/10012458616

Market-based Lobbying : Evidence from Advertising Spending in Italy

DellaVigna, Stefano - 2013

An extensive literature has studied lobbying by special interest groups. We analyze a novel lobbying channel: lobbying businessmen-politicians through business proxies. When a politician controls a business, firms attempting to curry favors shift their spending towards the politician's business....

Persistent link: https://www.econbiz.de/10012458897

The Determinants of Trust

Alesina, Alberto - 2000

Both individual experiences and community characteristics influence how much people trust each other. Using data drawn from US localities we find that the strongest factors that reduce trust are: i) a recent history of traumatic experiences, even though the passage of time reduces this effect...

Persistent link: https://www.econbiz.de/10012471150

What is Social Capital? The Determinants of Trust and Trustworthiness

Glaeser, Edward L. - 1999

Using a sample of Harvard undergraduates, we analyze trust and social capital in two experiments. Trusting behavior and trustworthiness rise with social connection; differences in race and nationality reduce the level of trustworthiness. Certain individuals appear to be persistently more...

Persistent link: https://www.econbiz.de/10012471573

Trust and Opportunism in Close Corporations

Mahoney, Paul G. - 1998

The majority shareholder in a closely held corporation may use its control of the corporate machinery to appropriate wealth from the minority, and it is difficult for the majority to make a binding commitment not to do so. This paper models the interaction between majority and minority...

Persistent link: https://www.econbiz.de/10012471994

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