A Simultaneous Model of Consumer Brand Choice and Negotiated Price

In this paper, we develop a simultaneous model of consumer brand choice and negotiated price in the highly relevant marketing context of automobile transactions. Consumer brand choice is modeled as a multinomial probabilistic outcome, and the individual consumer-level transaction price is modeled to be consistent with the Nash bargaining solution. Our simultaneous model introduces a natural way to account for price endogeneity in a microlevel choice setting when the price paid is individual specific and correlated with the idiosyncratic preference of a buyer. It also accounts for the potential selectivity bias in studying the negotiated price by integrating consumer brand choice modeling. We apply the proposed model to a data set of 4,795 consumer automobile purchases. The empirical results show that the proposed approach not only better fits the data of consumer choice and negotiated price, but it also provides additional insights into buyers' and sellers' behaviors in comparison with models that study only consumer choice or the negotiated price, but not both simultaneously.

• 저널Management Science · 54(3) · 538–549
• 토픽Consumer Market Behavior and Pricing · Marketing
• DOI10.1287/mnsc.1070.0815
• 저자Yuxin Chen, Sha Yang, Zhao Ying