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The effects of gallery and artist reputation on prices in the primary market for art: a note

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  • Schönfeld, Susanne
  • Reinstaller, Andreas

Abstract

This paper advances a decision theoretical foundation for pricing scripts by means of a simple model of product differentiation implementing the undercut-proof equilibrium concept. We argue that while sociological factors play undoubtedly an important role, economic analysis can complement the insights from economic sociology on pricing in the primary art market. Our model analyzes the effects of the gallery's and the artist's reputation on the price the gallery charges. The results suggest that prices positively correlate with an artist's reputation and negatively correlate with a gallery's reputation. The model may therefore explain the results of recent empirical studies that have led to similar results. (author's abstract)

Suggested Citation

  • Schönfeld, Susanne & Reinstaller, Andreas, 2005. "The effects of gallery and artist reputation on prices in the primary market for art: a note," Department of Economics Working Paper Series 90, WU Vienna University of Economics and Business.
    • Handle: RePEc:wiw:wus005:342
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    References listed on IDEAS

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    1. Adler, Moshe, 1985. "Stardom and Talent," American Economic Review, American Economic Association, vol. 75(1), pages 208-212, March.
    2. Gerard-Varet, Louis-Andre, 1995. "On pricing the priceless: Comments on the economics of the visual art market," European Economic Review, Elsevier, vol. 39(3-4), pages 509-518, April.
    3. Stigler, George J & Becker, Gary S, 1977. "De Gustibus Non Est Disputandum," American Economic Review, American Economic Association, vol. 67(2), pages 76-90, March.
    4. Merijn Rengers & Olav Velthuis, 2002. "Determinants of Prices for Contemporary Art in Dutch Galleries, 1992–1998," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 26(1), pages 1-28, February.
    5. Holger Bonus & Dieter Ronte, 1997. "Credibility and Economic Value in the Visual Arts," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 21(2), pages 103-118, June.
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    Cited by:

    1. Michel Clement & Anke Lepthien & Tim Schulze, 2016. "Erfolgsfaktoren bei der Vermarktung von Kunst [Success Factors for Marketing of Arts]," Schmalenbach Journal of Business Research, Springer, vol. 68(4), pages 377-400, December.
    2. Augustine C. Arize & Ioannis N. Kallianiotis & Ki Hee Kim & John Malindretos & Rebecca Shane, 2019. "The Process of Origination, Production and Distribution of Paintings for Profit: A Review of the Literature," International Journal of Economics and Finance, Canadian Center of Science and Education, vol. 11(10), pages 130-139, October.
    3. Francesco Angelini & Massimiliano Castellani, 2018. "Private pricing in the art market," Economics Bulletin, AccessEcon, vol. 38(4), pages 2371-2378.
    4. Francesco Angelini & Massimiliano Castellani, 2019. "Cultural and economic value: a critical review," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 43(2), pages 173-188, June.
    5. Maksim Borisov & Valeria Kolycheva & Alexander Semenov & Dmitry Grigoriev, 2022. "The influence of color on prices of abstract paintings," Papers 2206.04013, arXiv.org, revised Aug 2022.
    6. Nandini Srivastava & Stephen Satchell, 2012. "Are There Bubbles in the Art Market? The Detection of Bubbles when Fair Value is Unobservable," Birkbeck Working Papers in Economics and Finance 1209, Birkbeck, Department of Economics, Mathematics & Statistics.
    7. Nauro F. Campos & Renata Leite Barbosa, 2009. "Paintings and numbers: an econometric investigation of sales rates, prices, and returns in Latin American art auctions," Oxford Economic Papers, Oxford University Press, vol. 61(1), pages 28-51, January.
    8. Federica Codignola & Paolo Mariani, 2022. "Investigating preferences in art collecting: the case of the François Pinault Collection," Italian Journal of Marketing, Springer, vol. 2022(1), pages 107-133, March.
    9. Angelini, Francesco & Castellani, Massimiliano, 2022. "Price and information disclosure in the private art market: A signalling game," Research in Economics, Elsevier, vol. 76(1), pages 14-20.
    10. Michael Hutter & Christian Knebel & Gunnar Pietzner & Maren Schäfer, 2007. "Two games in town: a comparison of dealer and auction prices in contemporary visual arts markets," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 31(4), pages 247-261, December.
    11. Aloys Prinz & Jan Piening & Thomas Ehrmann, 2015. "The success of art galleries: a dynamic model with competition and information effects," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 39(2), pages 153-176, May.
    12. Prieto-Rodriguez, Juan & Vecco, Marilena, 2021. "Reading between the lines in the art market: Lack of transparency and price heterogeneity as an indicator of multiple equilibria," Economic Modelling, Elsevier, vol. 102(C).
    13. Kim, Da Yeon & Kim, Sang Yong, 2023. "Investigating the effect of customer-generated content on performance in online platform-based experience goods market," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    14. Fedderke, Johannes W. & Li, Kaini, 2020. "Art in Africa: Hedonic price analysis of the South African fine art auction market, 2009–2014," Economic Modelling, Elsevier, vol. 84(C), pages 88-101.
    15. Francesco Angelini & Massimiliano Castellani & Lorenzo Zirulia, 2022. "Overconfidence in the art market: a bargaining pricing model with asymmetric disinformation," Economia Politica: Journal of Analytical and Institutional Economics, Springer;Fondazione Edison, vol. 39(3), pages 961-988, October.
    16. Alicia Mateos-Ronco & Nieves Peiró Torralba, 2019. "Sustainable Management of Contemporary Art Galleries: A Delphi Survey for the Spanish Art Market," Sustainability, MDPI, vol. 11(2), pages 1-15, January.
    17. Cellini, Roberto & Cuccia, Tiziana, 2014. "The artist–art dealer relationship as a marketing channel," Research in Economics, Elsevier, vol. 68(1), pages 57-69.
    18. Jansson Johan, 2014. "Temporary events and spaces in the Swedish primary art market," ZFW – Advances in Economic Geography, De Gruyter, vol. 58(1), pages 202-215, October.
    19. Jinsu Park & Yoonjin Lee & Daewon Yang & Jongho Park & Hohyun Jung, 2024. "Artwork pricing model integrating the popularity and ability of artists," AStA Advances in Statistical Analysis, Springer;German Statistical Society, vol. 108(4), pages 889-913, December.
    20. Lee, Boram & Fraser, Ian & Fillis, Ian, 2022. "To sell or not to sell? Pricing strategies of newly-graduated artists," Journal of Business Research, Elsevier, vol. 145(C), pages 595-604.

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    More about this item

    Keywords

    Pricing scripts; art galleries visual arts; undercut proof equilibrium;
    All these keywords.

    JEL classification:

    • Z11 - Other Special Topics - - Cultural Economics - - - Economics of the Arts and Literature
    • L11 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Production, Pricing, and Market Structure; Size Distribution of Firms

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