An empirical investigation of framing effects in negotiations: A study of single‐family home sales

Carl L. Witte; Carl L. Witte; Marko Grünhagen; James W. Gentry; Marko Grunhagen

doi:10.1002/mar.20220

An empirical investigation of framing effects in negotiations: A study of single‐family home sales

Carl L. Witte
, Carl L. Witte
, Marko Grünhagen
, James W. Gentry
, Marko Grunhagen

Eastern Illinois University

Roosevelt University
College of Business Administration
Eastern Illinois University
University of Nebraska - Lincoln

Research output: Contribution to journal › Article › peer-review

Original language	American English
Journal	Psychology & Marketing
Volume	25
DOIs	https://doi.org/10.1002/mar.20220
State	Published - May 1 2008

Disciplines

Marketing
Real Estate
Business

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10.1002/mar.20220License: Unspecified

Cite this

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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,

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doi = "10.1002/mar.20220",

language = "American English",

volume = "25",

journal = "Psychology \& Marketing",

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AU - Witte, Carl L.

AU - Grünhagen, Marko

AU - Gentry, James W.

AU - Grunhagen, Marko

N1 - 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.

PY - 2008/5/1

Y1 - 2008/5/1

UR - http://onlinelibrary.wiley.com/doi/10.1002/mar.20220/abstract

U2 - 10.1002/mar.20220

DO - 10.1002/mar.20220

M3 - Article

VL - 25

JO - Psychology & Marketing

JF - Psychology & Marketing

ER -

An empirical investigation of framing effects in negotiations: A study of single‐family home sales

Disciplines

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