Selling the Forest, Buying the Trees: The Effect of Construal Level on Seller-Buyer Price Discrepancy
Abstract
Four studies demonstrate that selling and buying prices are differentially influenced by the value of products' low- and high-level construal features. The study shows that sellers construe products at a higher level than do buyers and owners. Based on this, this study predicts and demonstrates that selling prices exceed buying prices when (1) the object's primary aspects are superior and the object's secondary aspects are inferior but not vice...
Paper Details
Title
Selling the Forest, Buying the Trees: The Effect of Construal Level on Seller-Buyer Price Discrepancy
Published Date
Aug 1, 2013
Journal
Volume
40
Issue
2
Pages
284 - 297
Citation AnalysisPro
You’ll need to upgrade your plan to Pro
Looking to understand the true influence of a researcher’s work across journals & affiliations?
- Scinapse’s Top 10 Citation Journals & Affiliations graph reveals the quality and authenticity of citations received by a paper.
- Discover whether citations have been inflated due to self-citations, or if citations include institutional bias.
Notes
History