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Salience
Bordalo, Pedro; Gennaioli, Nicola; Shleifer, Andrei - National Bureau of Economic Research - 2021
We review the fast-growing work on salience and economic behavior. Psychological research shows that salient stimuli attract human attention "bottom up" due to their high contrast with surroundings, their surprising nature relative to recalled experiences, or their prominence. The Bordalo,...
Persistent link: https://www.econbiz.de/10012629494
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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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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
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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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Self-Confidence and Social Interactions
Benabou, Roland - 2000
This paper studies the interactions between an individual's self esteem and his social environment in the workplace, at school, and in personal relationships. Because a person generally has only imperfect knowledge of his own abilities, people who derive benefits from his performance (parent,...
Persistent link: https://www.econbiz.de/10012471184
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Managing Self-Confidence : Theory and Experimental Evidence
Mobius, Markus M. - 2011
Evidence from social psychology suggests that agents process information about their own ability in a biased manner. This evidence has motivated exciting research in behavioral economics, but has also garnered critics who point out that it is potentially consistent with standard Bayesian...
Persistent link: https://www.econbiz.de/10012461644
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Internet Retail Demand : Taxes, Geography, and Online-Offline Competition
Ellison, Glenn - 2006
Data on sales of memory modules are used to explore several aspects of e-retail demand. There is a strong relationship between e-retail sales to a given state and sales tax rates that apply to purchases from online retailers. This suggests that there is substantial substitution between online...
Persistent link: https://www.econbiz.de/10012466426
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The Dominance of Retail Stores
Ziegler, Alexandre - 2003
Most items are sold to consumers by retail stores. Stores have two features that distinguish them from auctions. First, the price is posted and a consumer who values the good at more than the posted price is sold the good. Second, the sale takes place as soon as the consumer decides to buy. In...
Persistent link: https://www.econbiz.de/10012468903
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Selling Subscriptions
Einav, Liran; Klopack, Benjamin; Mahoney, Neale - National Bureau of Economic Research - 2023
Retailers are increasingly selling goods and services via subscriptions instead of spot markets. In this paper, we study one benefit to the retailer of selling subscriptions: the possibility that - presumably because of inattention or inertia - consumers continue to pay for subscriptions after...
Persistent link: https://www.econbiz.de/10014337781
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The Strategic Positioning of Store Brands in Retailer - Manufacturer Bargaining
Morton, Fiona Scott - 2000
consistent with the theory. We find that retailers are more likely to carry a store brand in a category if the share of the …
Persistent link: https://www.econbiz.de/10012471049