It is because of the very large profits that such price discrimination provides that sales people who sell items with negotiated prices (such as houses and autos) are so interested in learning as much about the buyer as possible.

    All those little games such as "perhaps you aren't ready for this (car or house)" "I need to speak to my manager" "I have this same car" "I wanted to buy this house myself" "What did you say you did for a living?" blah blah blah... All are meant to determine the buyer's marginal willingness to pay, or to increase it if possible, and extract all possible surplus for the seller.

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