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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 …
Persistent link: https://www.econbiz.de/10012473818
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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
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The Effects of Business-to-Business E-Commerce on Transaction Costs
Garicano, Luis - 2000
In this paper, we study the changes in transaction costs from the introduction of the Internet in transactions between firms (i.e., business-to-business (B2B) e-commerce). We begin with a conceptual framework to organize the changes in transaction costs that are likely to result when a...
Persistent link: https://www.econbiz.de/10012470714
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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
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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
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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
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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
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Do Fire Sales Create Externalities?
Chernenko, Sergey - 2018
We develop three novel measures of how much of the price impact of their trading different mutual funds internalize. We show that mutual funds that internalize more of their price impact hold larger cash buffers and use these buffers more aggressively to accommodate inflows and outflows. As a...
Persistent link: https://www.econbiz.de/10012480755
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Fire Sales in Finance and Macroeconomics
Shleifer, Andrei - 2010
Fire sales are forced sales of assets in which high-valuation bidders are sidelined, typically due to debt overhang problems afflicting many specialist bidders simultaneously. We overview theoretical and empirical research on asset fire sales, which shows how they can arise, how they can lead to...
Persistent link: https://www.econbiz.de/10012462014
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Forced Sales and House Prices
Campbell, John Y. - 2009
This paper uses data on house transactions in the state of Massachusetts over the last 20 years to show that houses sold after foreclosure, or close in time to the death or bankruptcy of at least one seller, are sold at lower prices than other houses. Foreclosure discounts are particularly large...
Persistent link: https://www.econbiz.de/10012463782