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The effect of information asymmetry on negotiated budgets: an empirical investigation

✍ Scribed by Joseph Fisher; James R. Frederickson; Sean A. Peffer


Book ID
117500941
Publisher
Elsevier Science
Year
2002
Tongue
English
Weight
173 KB
Volume
27
Category
Article
ISSN
0361-3682

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## Abstract This paper integrates Prospect Theory and the concept of framing in a study of consumer negotiated pricing in a real estate context. Building on previously conducted experimental designs, a field survey indicated that home sellers using sales price as a reference point display greater w