Speaker: Carina Fleischer, University of Frankfurt
Title: How Well do Women sell?
Joint work with Holger Kraft and Farina Weiss
Abstract: This paper is the first to analyze the performance of non-professional individuals selling personal belongings. We study a novel hand-collected data set from a popular German TV show and find that women obtain on average about 7.3% less than men. This gap cannot fully be explained by known moderators for professionals. We document a novel relationship between age, education and negotiation outcomes of females. In particular, we find that midlife women working in the industry perform as well as men, whereas most other women obtain much less than men. Remarkably, female teams perform significantly better than single females.