{"id":"https://openalex.org/W4413313723","doi":"https://doi.org/10.1287/mnsc.2023.00366","title":"Communication, Learning, and Bargaining Breakdown: An Empirical Analysis","display_name":"Communication, Learning, and Bargaining Breakdown: An Empirical Analysis","publication_year":2025,"publication_date":"2025-08-18","ids":{"openalex":"https://openalex.org/W4413313723","doi":"https://doi.org/10.1287/mnsc.2023.00366"},"language":"en","primary_location":{"id":"doi:10.1287/mnsc.2023.00366","is_oa":false,"landing_page_url":"https://doi.org/10.1287/mnsc.2023.00366","pdf_url":null,"source":{"id":"https://openalex.org/S33323087","display_name":"Management Science","issn_l":"0025-1909","issn":["0025-1909","1526-5501"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310315699","host_organization_name":"Institute for Operations Research and the Management Sciences","host_organization_lineage":["https://openalex.org/P4310315699"],"host_organization_lineage_names":["Institute for Operations Research and the Management Sciences"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Management Science","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5052002773","display_name":"Matthew Backus","orcid":"https://orcid.org/0000-0003-2755-3839"},"institutions":[{"id":"https://openalex.org/I1279858714","display_name":"Center for Economic and Policy Research","ror":"https://ror.org/01vqjmx11","country_code":"US","type":"nonprofit","lineage":["https://openalex.org/I1279858714"]},{"id":"https://openalex.org/I95457486","display_name":"University of California, Berkeley","ror":"https://ror.org/01an7q238","country_code":"US","type":"education","lineage":["https://openalex.org/I95457486"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Matthew Backus","raw_affiliation_strings":["UC Berkeley, Berkeley, California 94720; and NBER, Cambridge, Massachusetts 02138; and CEPR, Washington, District of Columbia 20009"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"UC Berkeley, Berkeley, California 94720; and NBER, Cambridge, Massachusetts 02138; and CEPR, Washington, District of Columbia 20009","institution_ids":["https://openalex.org/I1279858714","https://openalex.org/I95457486"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5047794657","display_name":"Thomas Blake","orcid":null},"institutions":[{"id":"https://openalex.org/I1311688040","display_name":"Amazon (United States)","ror":"https://ror.org/04mv4n011","country_code":"US","type":"company","lineage":["https://openalex.org/I1311688040"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Thomas Blake","raw_affiliation_strings":["Amazon, Seattle, Washington 98109"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Amazon, Seattle, Washington 98109","institution_ids":["https://openalex.org/I1311688040"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5057052705","display_name":"Jett Pettus","orcid":null},"institutions":[{"id":"https://openalex.org/I4210110987","display_name":"IIT@MIT","ror":"https://ror.org/01wp8zh54","country_code":"US","type":"facility","lineage":["https://openalex.org/I30771326","https://openalex.org/I4210110987"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Jett Pettus","raw_affiliation_strings":["MIT, Cambridge, Massachusetts 02139"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"MIT, Cambridge, Massachusetts 02139","institution_ids":["https://openalex.org/I4210110987"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5036721922","display_name":"Steven Tadelis","orcid":"https://orcid.org/0000-0001-8864-8052"},"institutions":[{"id":"https://openalex.org/I1279858714","display_name":"Center for Economic and Policy Research","ror":"https://ror.org/01vqjmx11","country_code":"US","type":"nonprofit","lineage":["https://openalex.org/I1279858714"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Steven Tadelis","raw_affiliation_strings":["UC Berkeley, Berkeley, California 94720; and NBER, Cambridge, Massachusetts 02138; and CEPR, Washington, District of Columbia 20009; and CESifo, 81679 Munich, Germany"],"raw_orcid":"https://orcid.org/0000-0001-8864-8052","affiliations":[{"raw_affiliation_string":"UC Berkeley, Berkeley, California 94720; and NBER, Cambridge, Massachusetts 02138; and CEPR, Washington, District of Columbia 20009; and CESifo, 81679 Munich, Germany","institution_ids":["https://openalex.org/I1279858714"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":4,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":2,"citation_normalized_percentile":{"value":0.18220073,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":94},"biblio":{"volume":"72","issue":"4","first_page":"3256","last_page":"3275"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10646","display_name":"Experimental Behavioral Economics Studies","score":0.9993000030517578,"subfield":{"id":"https://openalex.org/subfields/3311","display_name":"Safety Research"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10646","display_name":"Experimental Behavioral Economics Studies","score":0.9993000030517578,"subfield":{"id":"https://openalex.org/subfields/3311","display_name":"Safety Research"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11182","display_name":"Auction Theory and Applications","score":0.9990000128746033,"subfield":{"id":"https://openalex.org/subfields/1803","display_name":"Management Science and Operations Research"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11762","display_name":"Law, Economics, and Judicial Systems","score":0.9907000064849854,"subfield":{"id":"https://openalex.org/subfields/2002","display_name":"Economics and Econometrics"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/economics","display_name":"Economics","score":0.46860015392303467},{"id":"https://openalex.org/keywords/econometrics","display_name":"Econometrics","score":0.38301122188568115},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.3344469666481018}],"concepts":[{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.46860015392303467},{"id":"https://openalex.org/C149782125","wikidata":"https://www.wikidata.org/wiki/Q160039","display_name":"Econometrics","level":1,"score":0.38301122188568115},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.3344469666481018}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1287/mnsc.2023.00366","is_oa":false,"landing_page_url":"https://doi.org/10.1287/mnsc.2023.00366","pdf_url":null,"source":{"id":"https://openalex.org/S33323087","display_name":"Management Science","issn_l":"0025-1909","issn":["0025-1909","1526-5501"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310315699","host_organization_name":"Institute for Operations Research and the Management Sciences","host_organization_lineage":["https://openalex.org/P4310315699"],"host_organization_lineage_names":["Institute for Operations Research and the Management Sciences"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Management Science","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":44,"referenced_works":["https://openalex.org/W1521626219","https://openalex.org/W1557700836","https://openalex.org/W1991878297","https://openalex.org/W1993429270","https://openalex.org/W2001338068","https://openalex.org/W2012669755","https://openalex.org/W2038213335","https://openalex.org/W2038853433","https://openalex.org/W2039631125","https://openalex.org/W2039647999","https://openalex.org/W2063855068","https://openalex.org/W2087530244","https://openalex.org/W2098190214","https://openalex.org/W2101211560","https://openalex.org/W2112374372","https://openalex.org/W2129652363","https://openalex.org/W2135882705","https://openalex.org/W2136814922","https://openalex.org/W2158003995","https://openalex.org/W2160003140","https://openalex.org/W2160987720","https://openalex.org/W2208680581","https://openalex.org/W2286068272","https://openalex.org/W2465587637","https://openalex.org/W2601780063","https://openalex.org/W2613116220","https://openalex.org/W2793607330","https://openalex.org/W2901135977","https://openalex.org/W2955398938","https://openalex.org/W2984838741","https://openalex.org/W2992469953","https://openalex.org/W3080487889","https://openalex.org/W3101859073","https://openalex.org/W3121301164","https://openalex.org/W3122992687","https://openalex.org/W3123273141","https://openalex.org/W3124658416","https://openalex.org/W3125475398","https://openalex.org/W3125788810","https://openalex.org/W3205705638","https://openalex.org/W4206266880","https://openalex.org/W4226041885","https://openalex.org/W4234205971","https://openalex.org/W4321439120"],"related_works":["https://openalex.org/W2899084033","https://openalex.org/W2748952813","https://openalex.org/W4391375266","https://openalex.org/W2390279801","https://openalex.org/W4391913857","https://openalex.org/W2358668433","https://openalex.org/W4396701345","https://openalex.org/W2376932109","https://openalex.org/W2001405890","https://openalex.org/W4396696052"],"abstract_inverted_index":{"Bargaining":[0],"breakdown":[1,62],"is":[2,67,71],"common":[3],"in":[4,6,14,58,91],"bargaining":[5,20],"environments":[7],"with":[8,44,83],"incomplete":[9],"information.":[10],"We":[11,73],"study":[12],"whether,":[13],"these":[15],"environments,":[16],"permitting":[17],"communication":[18,33,90],"impacts":[19],"outcomes.":[21],"On":[22],"May":[23],"23,":[24],"2016,":[25],"eBay":[26],"Germany\u2019s":[27],"Best":[28],"Offer":[29],"platform":[30],"introduced":[31],"unstructured":[32],"allowing":[34],"desktop":[35],"users,":[36,40],"but":[37],"not":[38],"mobile":[39],"to":[41,88,114],"accompany":[42],"offers":[43],"a":[45,55],"message.":[46],"Using":[47],"this":[48,129],"natural":[49],"experiment,":[50],"our":[51],"difference-in-differences":[52],"approach":[53],"documents":[54],"14%":[56],"decrease":[57],"the":[59,69,79,95,105,134],"rate":[60],"of":[61,108,128],"among":[63],"compliers.":[64],"Though":[65],"adoption":[66],"immediate,":[68],"effect":[70],"not.":[72],"show,":[74],"using":[75],"text":[76,106],"analysis,":[77],"that":[78,101,103],"dynamics":[80],"are":[81,111,146],"consistent":[82],"repeat":[84],"players":[85],"learning":[86],"how":[87],"use":[89],"bargaining.":[92],"Finally,":[93],"tying":[94],"two":[96],"results":[97],"together,":[98],"we":[99],"show":[100],"messages":[102],"emulate":[104],"content":[107],"experienced":[109],"sellers":[110],"more":[112],"likely":[113],"be":[115],"accepted.":[116],"This":[117],"paper":[118],"was":[119,131],"accepted":[120],"by":[121,133],"Joshua":[122],"Gans,":[123],"business":[124],"strategy.":[125],"Funding:":[126],"Part":[127],"research":[130],"supported":[132],"NSF":[135],"[Grant":[136],"SES-1629060].":[137],"Supplemental":[138],"Material:":[139],"The":[140],"online":[141],"appendix":[142],"and":[143],"data":[144],"files":[145],"available":[147],"at":[148],"https://doi.org/10.1287/mnsc.2023.00366":[149],".":[150]},"counts_by_year":[{"year":2023,"cited_by_count":1},{"year":2020,"cited_by_count":1}],"updated_date":"2026-06-11T09:08:48.828518","created_date":"2025-10-10T00:00:00"}
