2011
What matters in a price negotiation: Evidence from the U.S. auto retailing industry
Scott Morton F, Silva-Risso J, Zettelmeyer F. What matters in a price negotiation: Evidence from the U.S. auto retailing industry. Quantitative Marketing And Economics 2011, 9: 365-402. DOI: 10.1007/s11129-011-9108-1.Peer-Reviewed Original ResearchSearch costsReservation priceBargaining outcomesSeller's reservation priceBuyer search costsReal-world negotiationsUninformed consumersReal marketsLittle empirical workPrice negotiationsEmpirical workRetailing industryIncomplete informationNew carsDisutilityConsumersSearch behaviorNegotiation outcomesExperimental literatureNegotiationsCostSignificant effectPricesMarketBuyers
2004
The Strategic Positioning of Store Brands in Retailer–Manufacturer Negotiations
Scott Morton F, Zettelmeyer F. The Strategic Positioning of Store Brands in Retailer–Manufacturer Negotiations. Review Of Industrial Organization 2004, 24: 161-194. DOI: 10.1023/b:reio.0000033350.25229.d6.Peer-Reviewed Original Research