Working Paper

Information Disclosure in Negotiating with Informed Customers

Michael Ahearne, University of Houston, Yashar Atefi, Zachary Hall, Sebastian Hohenberg, and Florian Zettelmeyer

Sep 12, 2019

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Examines the effects of information disclosure in a setting of information symmetry in the frontend (main purchase) and information asymmetry in the backend (aftermarket). Based on one observational study and two experiments in the auto industry.

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