Bargaining at Retail Stores: Evidence from Vienna

• 成果类型: Article
• 署名作者: Shelegia, Sandro; Sherman, Joshua
• 署名单位: Pompeu Fabra University; Barcelona School of Economics; Centre for Economic Policy Research - UK; Charles River Associates; Northwestern University; Northwestern University
• 刊物名称: MANAGEMENT SCIENCE
• ISSN/ISSBN: 0025-1909
• DOI: 10.1287/mnsc.2021.4094
• 发表日期: 2022
• 页码: 27-36
• 关键词: Bargaining; posted price; price delegation; monitoring; Audit study

摘要

In the West, where posted prices are the norm, it is uncommon to observe consumers receive discounts below the posted price. Nevertheless, we find that when stores are asked, a discount is granted approximately 40% of the time, with a median discount percentage of 10%. Discounts are more likely to be offered by small-scale firms, for higher priced products, and for nonsale items. More generally, differences in price delegation behavior across firm types serve as an indicator that monitoring costs and employee skills are important drivers of bargaining behavior.