Location of Repository

Satisficing in sales competition : experimental evidence

By Siegrfried K. Berninghaus, Werner Güth, M. Vittoria Levati and Jianying Qiu

Abstract

In a duopoly market, aspirations express how much sellers want to earn given their expectations about the other's behavior. We define individually and mutually satisficing sales behavior for given individual beliefs and aspirations. In a first experimental phase, whenever satisficing is not possible, beliefs, aspirations, or sales have to be adapted. In a second phase, testing the absorption of satisficing, participants are free to select nonsatisficing sales profiles. The results reveal that most people are satisficers who, either mandatorily or deliberately, tend to adjust aspiration levels if they cannot be satisfied

Topics: 330 Wirtschaft
Year: 2007
OAI identifier: oai:ub-madoc.bib.uni-mannheim.de:2564

Suggested articles

Preview


To submit an update or takedown request for this paper, please submit an Update/Correction/Removal Request.