Selling Price and Selling Time: The Impact of Seller Motivation

Michel Glower, Donald Haurin and Patric Hendershott

No 5071, NBER Working Papers from National Bureau of Economic Research, Inc

Abstract: This study considers the role that seller motivation plays in determining sales price and selling time. We find that sale prices are directly related to the estimated value of the property and to the amount of over-pricing, which is directly related to the seller's level of motivation. Further, a seller who has a planned date to move will over-price less (set lower list prices relative to market value) and sell more quickly than a seller with no definite move date. A seller who is willing to move later will over-price more and sell more slowly than a seller who wants to move sooner.

JEL-codes: D83 R21 (search for similar items in EconPapers)
Date: 1995-03
Note: PE
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (8)

Published as Real Estate Economics, Vol. 26 (1998): 719-740.

Downloads: (external link)
http://www.nber.org/papers/w5071.pdf (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:nbr:nberwo:5071

Ordering information: This working paper can be ordered from
http://www.nber.org/papers/w5071

Access Statistics for this paper

More papers in NBER Working Papers from National Bureau of Economic Research, Inc National Bureau of Economic Research, 1050 Massachusetts Avenue Cambridge, MA 02138, U.S.A.. Contact information at EDIRC.
Bibliographic data for series maintained by ().