Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda
Haggling over prices is a common feature of economic transactions in many societies. This study examines whether the gender of the seller influences buyers’ negotiation strategies and outcomes in bilateral price bargaining. Using a bargaining experiment in eastern Uganda, we analyze interactions bet...
| Main Authors: | , |
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| Format: | Journal Article |
| Language: | Inglés |
| Published: |
Elsevier
2025
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| Subjects: | |
| Online Access: | https://hdl.handle.net/10568/175690 |
| _version_ | 1855513826953265152 |
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| author | Van Campenhout, Bjorn Nabwire, Leocardia |
| author_browse | Nabwire, Leocardia Van Campenhout, Bjorn |
| author_facet | Van Campenhout, Bjorn Nabwire, Leocardia |
| author_sort | Van Campenhout, Bjorn |
| collection | Repository of Agricultural Research Outputs (CGSpace) |
| description | Haggling over prices is a common feature of economic transactions in many societies. This study examines whether the gender of the seller influences buyers’ negotiation strategies and outcomes in bilateral price bargaining. Using a bargaining experiment in eastern Uganda, we analyze interactions between smallholder maize farmers and either a male or female seed seller. Our findings reveal that buyers negotiating with female sellers are less likely to accept the initial offer price and respond with lower counter-bids compared to those bargaining with male sellers. Negotiations also last, on average, one round longer when the seller is a woman, and final transaction prices are nearly 9 percent lower. These results are particularly relevant for rural economies, where restrictive gender norms limit women’s financial autonomy. Given that small agribusinesses often provide one of the few viable income-generating opportunities for women, gender biases in market interactions can have substantial implications for economic empowerment and household welfare. |
| format | Journal Article |
| id | CGSpace175690 |
| institution | CGIAR Consortium |
| language | Inglés |
| publishDate | 2025 |
| publishDateRange | 2025 |
| publishDateSort | 2025 |
| publisher | Elsevier |
| publisherStr | Elsevier |
| record_format | dspace |
| spelling | CGSpace1756902025-10-26T12:55:35Z Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda Van Campenhout, Bjorn Nabwire, Leocardia gender discrimination seeds bargaining power Haggling over prices is a common feature of economic transactions in many societies. This study examines whether the gender of the seller influences buyers’ negotiation strategies and outcomes in bilateral price bargaining. Using a bargaining experiment in eastern Uganda, we analyze interactions between smallholder maize farmers and either a male or female seed seller. Our findings reveal that buyers negotiating with female sellers are less likely to accept the initial offer price and respond with lower counter-bids compared to those bargaining with male sellers. Negotiations also last, on average, one round longer when the seller is a woman, and final transaction prices are nearly 9 percent lower. These results are particularly relevant for rural economies, where restrictive gender norms limit women’s financial autonomy. Given that small agribusinesses often provide one of the few viable income-generating opportunities for women, gender biases in market interactions can have substantial implications for economic empowerment and household welfare. 2025-12 2025-07-18T16:02:39Z 2025-07-18T16:02:39Z Journal Article https://hdl.handle.net/10568/175690 en https://doi.org/10.2499/p15738coll2.137074 Open Access Elsevier Van Campenhout, Bjorn; and Nabwire, Leocardia. 2025. Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda. Journal of Behavioral and Experimental Economics 119(December 2025): 102404. https://doi.org/10.1016/j.socec.2025.102404 |
| spellingShingle | gender discrimination seeds bargaining power Van Campenhout, Bjorn Nabwire, Leocardia Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda |
| title | Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda |
| title_full | Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda |
| title_fullStr | Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda |
| title_full_unstemmed | Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda |
| title_short | Buyer-side gender discrimination in bargaining: Evidence from seed sales in Uganda |
| title_sort | buyer side gender discrimination in bargaining evidence from seed sales in uganda |
| topic | gender discrimination seeds bargaining power |
| url | https://hdl.handle.net/10568/175690 |
| work_keys_str_mv | AT vancampenhoutbjorn buyersidegenderdiscriminationinbargainingevidencefromseedsalesinuganda AT nabwireleocardia buyersidegenderdiscriminationinbargainingevidencefromseedsalesinuganda |