Bargaining at Retail Stores: Evidence from Vienna
通过实地调查，发现维也纳零售店中约40%的情况下消费者能获得折扣，中位折扣率为10%，且小型商店、高价商品和非促销品更易打折，揭示了监控成本和员工技能对讨价还价行为的影响。
In the West, where posted prices are the norm, it is uncommon to observe consumers receive discounts below the posted price. Nevertheless, we find that when stores are asked, a discount is granted approximately 40% of the time, with a median discount percentage of 10%. Discounts are more likely to be offered by small-scale firms, for higher-priced products, and for nonsale items. More generally, differences in price delegation behavior across firm types serve as an indicator that monitoring costs and employee skills are important drivers of bargaining behavior. This paper was accepted by Duncan Simester, marketing