Working Papers

Information Disclosure in Negotiating with Informed Customers

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

Sep 12, 2019

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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