Using personnel and transaction data obtained from two Canadian auto dealerships, we examine whether ethnic matches between salespersons and customers affect sales 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.
|ジャーナル||Hitotsubashi Journal of Economics|
|出版ステータス||Published - 2012 12 1|
ASJC Scopus subject areas
- Business, Management and Accounting(all)
- Economics and Econometrics