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- W1978526360 abstract "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. Further, the third-party influence of the realtor was shown to alter Prospect Theory predictions so that even equity-based sellers became concessionary. © 2008 Wiley Periodicals, Inc." @default.
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- W1978526360 date "2008-01-01" @default.
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- W1978526360 title "An empirical investigation of framing effects in negotiations: A study of single-family home sales" @default.
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- W1978526360 doi "https://doi.org/10.1002/mar.20220" @default.
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