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“Let Me Talk to My Manager”: Haggling in a Competitive Environment

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Cited by:

  1. Cardella, Eric & Seiler, Michael J., 2016. "The effect of listing price strategy on real estate negotiations: An experimental study," Journal of Economic Psychology, Elsevier, vol. 52(C), pages 71-90.
  2. Scott Fay & Robert Zeithammer, 2017. "Bidding for Bidders? How the Format for Soliciting Supplier Participation in NYOP Auctions Impacts Channel Profit," Management Science, INFORMS, vol. 63(12), pages 4324-4344, December.
  3. Selcuk, Cemil & Gokpinar, Bilal, 2017. "Fixed vs. Flexible Pricing in a Competitive Market," Cardiff Economics Working Papers E2017/9, Cardiff University, Cardiff Business School, Economics Section.
  4. Jason Allen & Robert Clark & Jean-François Houde, 2019. "Search Frictions and Market Power in Negotiated-Price Markets," Journal of Political Economy, University of Chicago Press, vol. 127(4), pages 1550-1598.
  5. Steven M. Shugan, 2004. "Editorial: Consulting, Research, and Consulting Research," Marketing Science, INFORMS, vol. 23(2), pages 173-179.
  6. Gangshu (George) Cai & Yue Dai & Sean X. Zhou, 2012. "Exclusive Channels and Revenue Sharing in a Complementary Goods Market," Marketing Science, INFORMS, vol. 31(1), pages 172-187, January.
  7. Koon Hung Chan & Mingming Leng & Liping Liang, 2014. "Impact of tax reduction policies on consumer purchase of new automobiles: An analytical investigation with real data‐based experiments," Naval Research Logistics (NRL), John Wiley & Sons, vol. 61(8), pages 577-598, December.
  8. Siddharth S. Singh & Dipak C. Jain & Trichy V. Krishnan, 2008. "Research Note--Customer Loyalty Programs: Are They Profitable?," Management Science, INFORMS, vol. 54(6), pages 1205-1211, June.
  9. O. Cem Ozturk & Sriram Venkataraman & Pradeep K. Chintagunta, 2016. "Price Reactions to Rivals’ Local Channel Exits," Marketing Science, INFORMS, vol. 35(4), pages 588-604, July.
  10. Kuo, Chia-Wei & Huang, Kwei-Long, 2012. "Dynamic pricing of limited inventories for multi-generation products," European Journal of Operational Research, Elsevier, vol. 217(2), pages 394-403.
  11. Jason Allen & Robert Clark & Jean-François Houde, 2012. "Price Competition and Concentration in Search and Negotiation Markets: Evidence from Mortgage Lending," Staff Working Papers 12-4, Bank of Canada.
  12. Steven M. Shugan, 2005. "Comments on Competitive Responsiveness," Marketing Science, INFORMS, vol. 24(1), pages 3-7.
  13. Sandro Shelegia & Joshua Sherman, 2018. "Bargaining at Retail Stores: Evidence from Vienna," Economics Working Papers 1606, Department of Economics and Business, Universitat Pompeu Fabra.
  14. Qi Feng & Yuanchen Li & J. George Shanthikumar, 2020. "Competitive Revenue Management with Sequential Bargaining," Production and Operations Management, Production and Operations Management Society, vol. 29(5), pages 1307-1324, May.
  15. Pavel Kireyev & Vineet Kumar & Elie Ofek, 2017. "Match Your Own Price? Self-Matching as a Retailer’s Multichannel Pricing Strategy," Marketing Science, INFORMS, vol. 36(6), pages 908-930, November.
  16. Xu Zhang & Puneet Manchanda & Junhong Chu, 2021. "“Meet Me Halfway”: The Costs and Benefits of Bargaining," Marketing Science, INFORMS, vol. 40(6), pages 1081-1105, November.
  17. Matthias Kräkel & Anja Schöttner, 2020. "Delegating Pricing Authority to Sales Agents: The Impact of Kickbacks," Management Science, INFORMS, vol. 66(6), pages 2686-2705, June.
  18. Ernan Haruvy & Yefim Roth, 2022. "On the Impact of an Intermediary Agent in the Ultimatum Game," Games, MDPI, vol. 13(3), pages 1-16, May.
  19. Gill, David & Thanassoulis, John, 2009. "The impact of bargaining on markets with price takers: Too many bargainers spoil the broth," European Economic Review, Elsevier, vol. 53(6), pages 658-674, August.
  20. Zhang, Xubing & Jiang, Bo, 2014. "Increasing Price Transparency: Implications of Consumer Price Posting for Consumers' Haggling Behavior and a Seller's Pricing Strategies," Journal of Interactive Marketing, Elsevier, vol. 28(1), pages 68-85.
  21. Yuxin Chen & Sha Yang & Ying Zhao, 2008. "A Simultaneous Model of Consumer Brand Choice and Negotiated Price," Management Science, INFORMS, vol. 54(3), pages 538-549, March.
  22. Cemil Selcuk & Bilal Gokpinar, 2018. "Fixed vs. Flexible Pricing in a Competitive Market," Management Science, INFORMS, vol. 64(12), pages 5584-5598, December.
  23. Lee, Jungmin & Park, Sangkon, 2019. "Price discrimination by language: Field experimental evidence from a shopping mall," International Journal of Industrial Organization, Elsevier, vol. 63(C), pages 69-98.
  24. Sascha Alavi & Johannes Habel & Paolo Guenzi & Jan Wieseke, 2018. "The role of leadership in salespeople’s price negotiation behavior," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 703-724, July.
  25. Stephen P. King & Demitra Patras, 2014. "Posted prices and bargaining: the case of Monopoly," Monash Economics Working Papers 29-14, Monash University, Department of Economics.
  26. Sinitsyn, Maxim, 2022. "Price leadership with promotions," International Journal of Industrial Organization, Elsevier, vol. 82(C).
  27. Zeng, Xiaohua & Dasgupta, Srabana & Weinberg, Charles B., 2016. "The competitive implications of a “no-haggle” pricing strategy when others negotiate: Findings from a natural experiment," International Journal of Research in Marketing, Elsevier, vol. 33(4), pages 907-923.
  28. Selcuk, Cemil, 2023. "Why Fixed-Price Policy Prevails: The Effect of Trade Frictions and Competition," Cardiff Economics Working Papers E2023/18, Cardiff University, Cardiff Business School, Economics Section.
  29. Mantell, Edmund H., 2021. "The economics of posted prices in a concentrated market where demand is uncertain," Research in Economics, Elsevier, vol. 75(4), pages 365-375.
  30. Gérard P. Cachon, 2020. "A Research Framework for Business Models: What Is Common Among Fast Fashion, E-Tailing, and Ride Sharing?," Management Science, INFORMS, vol. 66(3), pages 1172-1192, March.
  31. Steven M. Shugan, 2005. "Marketing and Designing Transaction Games," Marketing Science, INFORMS, vol. 24(4), pages 525-530.
  32. Homburg, Christian & Allmann, Jan & Klarmann, Martin, 2014. "Internal and external price search in industrial buying: The moderating role of customer satisfaction," Journal of Business Research, Elsevier, vol. 67(8), pages 1581-1588.
  33. Bharadwaj Kadiyala & Robert Phillips & A. Serdar Şimşek & Garrett van Ryzin, 2023. "Predicting transaction outcomes under customized pricing with discretion: A structural estimation approach," Production and Operations Management, Production and Operations Management Society, vol. 32(6), pages 1654-1673, June.
  34. Qi Feng & J. George Shanthikumar, 2018. "Posted Pricing vs. Bargaining in Sequential Selling Process," Operations Research, INFORMS, vol. 66(1), pages 92-103, 1-2.
  35. Joo, Mingyu & Mazumdar, Tridib & Raj, S.P., 2012. "Bidding Strategies and Consumer Savings in NYOP Auctions," Journal of Retailing, Elsevier, vol. 88(1), pages 180-188.
  36. Chun (Martin) Qiu & Wenqing Zhang, 2016. "Managing long queues for holiday sales shopping," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 15(1), pages 52-65, February.
  37. Zeng, Xiaohua & Dasgupta, Srabana & Weinberg, Charles B., 2014. "The effects of a “no-haggle” channel on marketing strategies," International Journal of Research in Marketing, Elsevier, vol. 31(4), pages 434-443.
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