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Identifier to cite or link to this item: https://doi.org/10.15057/25384
Identifier to cite or link to this item: https://hdl.handle.net/10086/25384

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Title
SELLER-BUYER ETHNIC MATCHES: THE CASE OF CAR TRANSACTIONS AT TWO NORTH AMERICAN AUTO DEALERSHIPS
Creator
Creator Name
OWAN, HIDEO OWAN, HIDEO
都留, 康 都留, 康
Affiliation
Affiliation Name
University of Tokyo
Creator Name
TSURU, TSUYOSHI TSURU, TSUYOSHI
Affiliation
Affiliation Name
Hitotsubashi University
Creator Name
UEHARA, KATSUHITO UEHARA, KATSUHITO
Affiliation
Affiliation Name
Aoyama Gakuin University
Key Word
ethnicity
price discrimination
seller-buyer matches
car transaction
social network
JEL
M12
M5
J15
J33
Abstract
Using personnel and transaction data obtained from two Canadian auto dealerships, we examine whether ethnic matches between salespersons and customers affectsales prices and the number of units sold by individual salespersons. Regarding prices, we detect neither premium price setting nor discounting among seller-buyer matches of the same ethnic groups relative to those of different ethnic groups. Regarding the number of units sold by individual salespersons, however, we find that, relative to customer demographics, salespersons sell larger quantities to customers of the same ethnic group. Moreover, we find that high-performing salespersons conduct more transactions with customers of the same ethnic group than low-performers, especially in months when business conditions are unfavorable.
Publisher
Hitotsubashi University
Issued Date
2012-12
Language
English(eng)
Resource Type
departmental bulletin paper
Version Type
VoR
selfDOI
10.15057/25384
ISSN
0018-280x
NCID
AA00207547
Source Title
Hitotsubashi Journal of Economics
Volume Number
53
Issue Number
2
Page Start
217
Page End
236
Appears in Collections
Vol. 53, no. 2 (Dec. 2012)
URL
https://hdl.handle.net/10086/25384