| 来源类型 | Working Paper |
| 规范类型 | 报告 |
| DOI | 10.3386/w29159 |
| 来源ID | Working Paper 29159 |
| Intermediaries in Bargaining: Evidence from Business-to-Business Used-Car Inventory Negotiations | |
| Bradley Larsen; Carol Hengheng Lu; Anthony Lee Zhang | |
| 发表日期 | 2021-08-16 |
| 出版年 | 2021 |
| 语种 | 英语 |
| 摘要 | We analyze data on tens of thousands of alternating-offer, business-to-business negotiations in the wholesale used-car market, with each negotiation mediated (over the phone) by a third-party company. The data shows the identity of the employee mediating the negotiations. We find that who intermediates the negotiation matters: high-performing mediators are 22.03% more likely to close a deal than low performers. Effective mediators improve bargaining outcomes by helping buyers and sellers come to agreements faster, not by pushing disagreeing parties to persist, and have real effects on efficiency for some negotiations, overcoming some of the inefficiency inherent in incomplete-information settings. |
| 主题 | Microeconomics ; Game Theory ; Economics of Information ; Industrial Organization ; Market Structure and Firm Performance ; Industry Studies |
| URL | https://www.nber.org/papers/w29159 |
| 来源智库 | National Bureau of Economic Research (United States) |
| 引用统计 | |
| 资源类型 | 智库出版物 |
| 条目标识符 | http://119.78.100.153/handle/2XGU8XDN/586832 |
| 推荐引用方式 GB/T 7714 | Bradley Larsen,Carol Hengheng Lu,Anthony Lee Zhang. Intermediaries in Bargaining: Evidence from Business-to-Business Used-Car Inventory Negotiations. 2021. |
| 条目包含的文件 | ||||||
| 文件名称/大小 | 资源类型 | 版本类型 | 开放类型 | 使用许可 | ||
| w29159.pdf（2502KB） | 智库出版物 | 限制开放 | CC BY-NC-SA | 浏览 | ||
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