When Low Bids Win: Non-Price Competition Among Buyers in Secondary Markets

When Low Bids Win: Non-Price Competition Among Buyers in Secondary Markets

Although buyers generally compete for scarce goods on the basis of price, three studies show that in the context of used goods, seller pricing decisions are often influenced by how prospective buyers intend to use a product. We identify buyer usage intent as a source of non-monetary compensation.

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Bibliographische Detailangaben
Hauptverfasser: Brough, Aaron R, Isaac, Mathew S
Format: Tagungsbericht
Sprache:eng
Schlagworte:
Consumer behavior
Decision making
Market prices
Studies
Used goods
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Beschreibung
Zusammenfassung:Although buyers generally compete for scarce goods on the basis of price, three studies show that in the context of used goods, seller pricing decisions are often influenced by how prospective buyers intend to use a product. We identify buyer usage intent as a source of non-monetary compensation.
ISSN:0098-9258