O efeito propriedade no processo de venda de veículos no estado de Goiás

Abstract

This research aimed to identify factors that explain the variance between the negotiated price and the market value present in the sales of semi-used vehicles and used vehicles advertised in a newspaper of general circulation in Goiânia City -GO, thus demonstrating the existence or not of the cognitive bias Endowment Effect, which is a cognitive failure present in decision processes explained by behavioral finance. Data were collected through an interview model developed by the author of this work, being structured in three parts: vehicle data, proprietary data and 11 questions related to the vehicle negotiated. When subjected to statistical analysis, some factors, presented as variables in the proposed model, showed the expected results, showing that exist relation with the difference between the negotiated price and the vehicle market value, difference that is identified as the intrinsic surplus value of vehicle in the negotiation process.