Letting Go of Meaningful Goods: How the Voluntary Vs. Involuntary Nature of Disposition Impacts Seller Pricing

Kapitan Sommer, University of Texas at San Antonio, USA
David H. Silvera, University of Texas at San Antonio, USA
In this research, we show that voluntary sellers demand non-significantly different prices than buyers. However, involuntary sellers of prized goods, such as those selling in the face of foreclosure, layoff, divorce or death, demand higher prices than both involuntary sellers of non-prized goods and voluntary sellers of prized goods.
[ to cite ]:
Kapitan Sommer and David H. Silvera (2012) ,"Letting Go of Meaningful Goods: How the Voluntary Vs. Involuntary Nature of Disposition Impacts Seller Pricing", in NA - Advances in Consumer Research Volume 40, eds. Zeynep G├╝rhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 1129-1129.