search query: @indexterm sales methods / total: 99
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| Author: | Baldwin, C. Y. Bhattacharyya, S. |
| Title: | Choosing the method of sale. A clinical study of Conrail ! Conrail - Consolidated Rail Corporation |
| Journal: | Journal of Financial Economics
1991 : NOV, VOL. 30:1, p.69-98 |
| Index terms: | SALES OBJECTIVES SALES METHODS CONFLICT BUSINESS INFORMATION NEGOTIATION (SALES) |
| Language: | eng |
| Abstract: | The sale of Conrail (Consolidated Rail Corporation) is analyzed, and three problems are found. First, a contingent claim gave the seller (the USA Government) conflicting objectives. Second, bidders in the auction valued Conrail differently and thus did not compete effectively. Third, Conrail's management had an information advantage over the seller and outside bidders. It is discussed how different methods of sale (eg., two-stage auctions and parallel secret negotiations) will counteract these problems to varying degrees, although no single "best" method was found. |
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