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

TY - JOUR

T1 - An empirical investigation of framing effects in negotiations: A study of single‐family home sales

AU - Witte, Carl L.

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 -