Getting a Break in Bargaining: An Upside of Time Delays-Reference-Cited by-同舟云学术

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Getting a Break in Bargaining: An Upside of Time Delays

Published:2024-06-20 Issue: Volume: Page:
ISSN:0732-2399
Container-title:Marketing Science
language:en
Short-container-title:Marketing Science

Author:

Desai Preyas¹^ORCID,Jindal Pranav²^ORCID

Affiliation:

1. Fuqua School of Business, Duke University, Durham, North Carolina 27708;

2. Indian School of Business, Punjab 140306, India

Abstract

This paper studies the impact of nonstrategic seller-induced delays on the buyer’s willingness to pay in price negotiations.

Publisher

Institute for Operations Research and the Management Sciences (INFORMS)

Link

https://pubsonline.informs.org/doi/pdf/10.1287/mksc.2021.0296

Reference40 articles.

1. Strategic Delay in Bargaining

2. Pirates of the Mediterranean: An empirical investigation of bargaining with asymmetric information

3. The psychology of sunk cost

4. POSTED PRICES VERSUS BARGAINING IN MARKETS WITH ASYMMETRIC INFORMATION

5. The Sunk-Cost Fallacy in Penny Auctions

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