Selling Price and Selling Time: The Impact of Seller Motivation

31 Pages Posted: 20 Sep 2000 Last revised: 5 Apr 2008

See all articles by Michel Glower

Michel Glower

Independent

Donald R. Haurin

Ohio State University (OSU) - Economics

Patric H. Hendershott

University of Aberdeen - Centre for Property Research; National Bureau of Economic Research (NBER)

Date Written: March 1995

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.

Suggested Citation

Glower, Michel and Haurin, Donald R. and Hendershott, Patric H., Selling Price and Selling Time: The Impact of Seller Motivation (March 1995). NBER Working Paper No. w5071. Available at SSRN: https://ssrn.com/abstract=225849

Michel Glower

Independent

149 Green Valley Ct
Pittsburgh, 15220

Donald R. Haurin (Contact Author)

Ohio State University (OSU) - Economics ( email )

154 N. Oval Mall
1010G Derby Hall
Columbus, OH 43210-1172
United States
614-292-0482 (Phone)
614-292-9530 (Fax)

Patric H. Hendershott

University of Aberdeen - Centre for Property Research ( email )

Aberdeen AB24 2UF
Scotland

National Bureau of Economic Research (NBER) ( email )

1050 Massachusetts Avenue
Cambridge, MA 02138
United States

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