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Sales Concessions in the US Housing Market

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  • Darren K. Hayunga

    (University of Georgia)

Abstract

This article examines the use of concessions in the US housing market, specifically payments for closing costs, home warranties, and structural repairs. This is the first study to examine the motivations and characteristics of homeowners that utilize concessions. It also examines the impact concessions have on transaction prices and marketing durations. While the literature has attempted to determine if concessions can reduce marketing durations or increase transaction prices, the evidence is tainted by endogeneity and sample issues. Additionally, we find that relative bargaining power between buyers and sellers has a fundamental effect on how concessions alter prices and marketing durations. This aspect has been considered only narrowly in the extant literature. Our results demonstrate that when sellers have bargaining power, transactions including concessions exhibit higher prices and shorter marketing durations. Conversely, when buyers have greater negotiation leverage, transactions including concessions experience lower prices and longer marketing periods.

Suggested Citation

  • Darren K. Hayunga, 2018. "Sales Concessions in the US Housing Market," The Journal of Real Estate Finance and Economics, Springer, vol. 56(1), pages 33-75, January.
    • Handle: RePEc:kap:jrefec:v:56:y:2018:i:1:d:10.1007_s11146-016-9592-x
    DOI: 10.1007/s11146-016-9592-x
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    References listed on IDEAS

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    Cited by:

    1. Steven Caudill & Claudio Detotto & Dominique Prunetti, 2020. "Bargaining power in apartment sales in Corsica: A latent class approach," Urban Studies, Urban Studies Journal Limited, vol. 57(13), pages 2754-2772, October.

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    More about this item

    Keywords

    Buyers’ incentives; Sellers’ concessions; Sellers’ motivations; Closing costs; Home warranties; Home repairs;
    All these keywords.

    JEL classification:

    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis
    • R21 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - Household Analysis - - - Housing Demand
    • R31 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - Real Estate Markets, Spatial Production Analysis, and Firm Location - - - Housing Supply and Markets

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