@article{317c8677d11e4c42b6d5e5c4b26696c6,
title = "An empirical investigation of framing effects in negotiations: A study of single‐family home sales",
author = "Witte, {Carl L.} and Witte, {Carl L.} and Marko Gr{\"u}nhagen and Gentry, {James W.} and Marko Grunhagen",
note = "First published: 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 willingness to make concessions than those who use equity as their reference point.",
year = "2008",
month = may,
day = "1",
doi = "10.1002/mar.20220",
language = "American English",
volume = "25",
journal = "Psychology & Marketing",
}