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

Producción científica › revisión exhaustiva

Idioma original	American English
Publicación	Psychology & Marketing
Volumen	25
DOI	https://doi.org/10.1002/mar.20220
Estado	Published - may 1 2008

Disciplines

Marketing
Real Estate
Business

Acceder al documento

10.1002/mar.20220Licencia: Unspecified

Otros archivos y enlaces

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

Citar esto

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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.",

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