期刊名称：Discussion Papers in Economics / Department of Economics, Royal Holloway
出版年度：2004
卷号：2004
出版社：University of London
摘要：A number of recent theoretical papers have shown that for buyer-size discounts to
emerge in a bargaining model, the total surplus function over which parties bargain must have
certain nonlinearities. We test the theory in an experimental setting in which a seller bargains with
a number of buyers of different sizes. We generate nonlinearities in the surplus function by varying
the shape of the seller’s cost function. Our results strongly support the theory. As predicted,
large-buyer discounts emerge only in the case of increasing marginal cost, corresponding to a
concave surplus function.
