Authorship as a determinant of art prices and auction settings in eighteenth-century Paris

In the context of a booming art market in Paris, eighteenth-century art dealers began to exploit authorship as a value-enhancing strategy. Using Jean-Baptiste Pierre Lebrun’s business as a case study, we show that art dealers purposefully used a firm scale of authentication to create product differentiation and to boost auction dynamics and revenues by reordering the lots before the sale in leaflets known as feuilles de vacation. Our empirical findings support the hypothesis of the development of a market driven by the quest for the artist’s hand in pre-revolutionary Paris, with differential use of connoisseurial knowledge, depending on buyers’ profiles.