Marketing Time and Pricing Strategies

The Role of Listing Price Strategies on the Probability of Selling a House: Evidence from Vietnam

“…The aim of this paper is to measure the dynamic effects of the listing price strategies and housing features on the probability of selling a house over various listing periods. Hence, the precise meaning of the listing price strategy has to be carefully defined Many authors argue that the direct use of the gap between the actual listing price and the actual selling price of the house to represent the seller's listing price strategy is potentially problematic because of the simultaneity of the two quantities (Yang & Yavas, 1995;Hui, et al, 2012). Some empirical studies are susceptible to this problem, although some authors like (e.g Cubbin, 1974) are aware of this fact.…”

“…Some empirical studies are susceptible to this problem, although some authors like (e.g Cubbin, 1974) are aware of this fact. To resolve this simultaneity problem, it is now popular to adopt a two-stage approach (Hui, et al, 2012). Therefore, this study will apply a twostage approach introduced by (Kluger & Miller, 1990).…”

“…Accordingly, one is that DOP is the difference between the actual listing price and expected listing price (Anglin, et al, 2003;Johnson, et al, 2008). Another is the difference between the actual listing price and expected selling price (Kluger & Miller, 1990;Hui, et. al., 2012).…”

“…The other is that the listing price also signals a price, which is acceptable to the seller (Haurin, et al, 2013). (Hui, et al, 2012) found that the effect of overpricing on the probability of selling a house changed from a negative effect in 2003, 2004 when Hong Kong's economy had just begun to recover from the effects of the SARS epidemic, to positive effect in 2005, 2006, when Hong Kong's economy had gradually recovered.…”

The roles of developer’s status and competitive intensity in presale pricing in a residential market: A study of the spatio-temporal model in Hangzhou, China

“…In other words, the pricing of a project and the competitiveness are two determinants of the optimal timing for project development. Furthermore, Hui et al (2012) suggest that the level of competitiveness of a real estate project depends on its time on market (TOM). In recognition of these, this paper attempts to look at the impact of developer's status and competitive intensity on the presale pricing from the spatio-temporal perspective.…”