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Degenshein_Strategies of Valuation

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  • Degenshein, Anya

Abstract

This article draws upon thirteen months of ethnographic research in a Chicago pawnshop to show how prices of objects in pawnshops are actively, socially negotiated using what I term discursive strategies of valuation. Three kinds of discursive strategies of valuation emerge repeatedly in the data: a. references to the specific material attributes of the objects, b. references to the unique biographical histories of the objects, c. reference to the financial need and (relative) social positioning of the customer involved in the negotiation. Examining these strategies reveals the relationship between socially contingent and culturally constructed perceptions of value and the production of price. I find that rhetorical strategies can and do affect price, within limits. Perhaps most surprisingly, the data show that discursive strategies emphasizing a lower socio-economic status can inflate the value, and ultimately the price, of an object during negotiations.

Suggested Citation

  • Degenshein, Anya, 2017. "Degenshein_Strategies of Valuation," OSF Preprints 6ka29, Center for Open Science.
    • Handle: RePEc:osf:osfxxx:6ka29
    DOI: 10.31219/osf.io/6ka29
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    References listed on IDEAS

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    1. Beckert, Jens, 2011. "Where do prices come from? Sociological approaches to price formation," MPIfG Discussion Paper 11/3, Max Planck Institute for the Study of Societies.
    2. Caskey, John P, 1991. "Pawnbroking in America: The Economics of a Forgotten Credit Market," Journal of Money, Credit and Banking, Blackwell Publishing, vol. 23(1), pages 85-99, February.
    3. Nina Bandelj, 2012. "Relational Work and Economic Sociology," Politics & Society, , vol. 40(2), pages 175-201, June.
    4. Belk, Russell W, 1988. "Possessions and the Extended Self," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 139-168, September.
    5. Beckert, Jens & Aspers, Patrik (ed.), 2011. "The Worth of Goods: Valuation and Pricing in the Economy," OUP Catalogue, Oxford University Press, number 9780199594658.
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