What question did this study set out to answer?

The aim is to explore how negotiation between multiple decision makers affects automobile purchasing decisions.

February 28, 2026Journal of transport economics and policy

Interactive Agency Choice in Automobile Purchase Decisions: The Role of Negotiation in Determining Equilibrium Choice Outcomes

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Authors

DHDavid A. HensherUniversity of Technology Sydney JRJohn M. Rose IBIan BlackOregon State University

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Implication

This analysis reveals how negotiation influences vehicle choices in households with multiple decision makers, suggesting new models for understanding purchase dynamics.

Key Points

The aim is to explore how negotiation between multiple decision makers affects automobile purchasing decisions.
Reviewed existing vehicle purchase decision models
Established a framework for interactive agency assessment
Implemented mixed logit models to analyze decision-making dynamics
Identified key preferences among household members affecting vehicle attributes
Illustrated the interaction of agents in negotiating vehicle purchases
Demonstrated the applicability of mixed logit models for multi-agent scenarios

Cite This Study

Hensher et al. (2008) studied this question.

synapsesocial.com/papers/69a286c90a974eb0d3c020bd https://doi.org/10.3828/jtep.2008.42.2.269

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Implication

This analysis reveals how negotiation influences vehicle choices in households with multiple decision makers, suggesting new models for understanding purchase dynamics.

Interactive Agency Choice in Automobile Purchase Decisions: The Role of Negotiation in Determining Equilibrium Choice Outcomes

Discussion

Member takes

Implication

Key Points

Cite This Study

Interactive Agency Choice in Automobile Purchase Decisions: The Role of Negotiation in Determining Equilibrium Choice Outcomes

Discussion

Member takes

Implication

Key Points

Cite This Study

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