Prejudice in Discretionary Market Transactions: The Case of Markup Disparity in Indirect Auto Lending
Abstract
This paper uses a novel data set to explore the relationship between prejudice anddiscrimination in the market for auto loans. Indirect auto loans (those a borrower
finances via a dealer rather than directly with a lending institution) are often subject
to discretionary markup, where a dealer increases the rate paid by the borrower in
order to receive additional compensation from the lender. Auto financing is often a
transaction of secondary concern (taking place only after a buyer determines the vehicle
to be purchased and negotiates the price), markups on auto loans are unobservable to
borrowers, and very few borrowers are even aware of the practice. All of this provides
uncommon potential for discriminatory tastes to manifest in market outcomes. Using
attitudinal measures from the General Social Survey I construct indices of prejudice
and examine their relationship with differences in discretionary markup. Using these
indices I am able to explicitly test the Becker model of discrimination by utilizing key
percentiles in the distribution of prejudice and disparities in market outcomes. I am
also able to credibly test for the impact of statistical discrimination by using proxies
for negotiation skill and financial sophistication. Finally, I am able to test predictions
of search models of discrimination separately, and in conjunction with the other models
of discrimination. Ultimately I find that the relationship between prejudice levels and
disparities in markup amounts are highly consistent with the predictions of a standard
Becker model of discrimination, implying that prejudice has an economically meaningful
(and statistically significant) impact on racial gap in markup. Additionally, I find that
neither search nor statistical discrimination appear to be a primary drivers of the racial
disparity observed in this market.