Effects of simultaneous auctions on willingness-to-pay in online auctions
In this paper, the authors argue that auctions are not only affected by their information cues but also contrasting, peripheral information cues from adjacent auction listings. The authors examine the effects of time urgency and persuasion intent on the processing of this contrasting peripheral info...
| Main Authors: | , , |
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| Other Authors: | |
| Format: | Conference Paper |
| Language: | English |
| Published: |
2013
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| Online Access: | https://hdl.handle.net/10356/97968 http://hdl.handle.net/10220/12307 |
| _version_ | 1824455029206024192 |
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| author | Bockstedt, Jesse C. Goh, Kim Huat Ng, Sharon |
| author2 | Nanyang Business School |
| author_facet | Nanyang Business School Bockstedt, Jesse C. Goh, Kim Huat Ng, Sharon |
| author_sort | Bockstedt, Jesse C. |
| collection | NTU |
| description | In this paper, the authors argue that auctions are not only affected by their information cues but also contrasting, peripheral information cues from adjacent auction listings. The authors examine the effects of time urgency and persuasion intent on the processing of this contrasting peripheral information. Using two controlled experiments and an empirical field study, the authors show that time urgency experienced by bidders in online auctions results in increased heuristic processing of contrasting information from adjacent auction listings. The authors also found that bidders will discount contrasting peripheral information if they perceive salient persuasion intents in advertising presented by the auctioneers. The resulting contrast effects ultimately lead to changes in willingness to pay. The following is an extended abstract. The full version of the paper can be obtained from any of the authors. |
| first_indexed | 2025-02-19T03:31:42Z |
| format | Conference Paper |
| id | ntu-10356/97968 |
| institution | Nanyang Technological University |
| language | English |
| last_indexed | 2025-02-19T03:31:42Z |
| publishDate | 2013 |
| record_format | dspace |
| spelling | ntu-10356/979682023-05-19T06:44:43Z Effects of simultaneous auctions on willingness-to-pay in online auctions Bockstedt, Jesse C. Goh, Kim Huat Ng, Sharon Nanyang Business School Annual International Conference on Electronic Commerce (14th : 2012) In this paper, the authors argue that auctions are not only affected by their information cues but also contrasting, peripheral information cues from adjacent auction listings. The authors examine the effects of time urgency and persuasion intent on the processing of this contrasting peripheral information. Using two controlled experiments and an empirical field study, the authors show that time urgency experienced by bidders in online auctions results in increased heuristic processing of contrasting information from adjacent auction listings. The authors also found that bidders will discount contrasting peripheral information if they perceive salient persuasion intents in advertising presented by the auctioneers. The resulting contrast effects ultimately lead to changes in willingness to pay. The following is an extended abstract. The full version of the paper can be obtained from any of the authors. 2013-07-25T08:23:10Z 2019-12-06T19:48:53Z 2013-07-25T08:23:10Z 2019-12-06T19:48:53Z 2012 2012 Conference Paper Bockstedt, J. C., Goh, K. H., & Ng, S. (2012). Effects of simultaneous auctions on willingness-to-pay in online auctions. Proceedings of the 14th Annual International Conference on Electronic Commerce. https://hdl.handle.net/10356/97968 http://hdl.handle.net/10220/12307 10.1145/2346536.2346564 en © 2012 ACM. |
| spellingShingle | Bockstedt, Jesse C. Goh, Kim Huat Ng, Sharon Effects of simultaneous auctions on willingness-to-pay in online auctions |
| title | Effects of simultaneous auctions on willingness-to-pay in online auctions |
| title_full | Effects of simultaneous auctions on willingness-to-pay in online auctions |
| title_fullStr | Effects of simultaneous auctions on willingness-to-pay in online auctions |
| title_full_unstemmed | Effects of simultaneous auctions on willingness-to-pay in online auctions |
| title_short | Effects of simultaneous auctions on willingness-to-pay in online auctions |
| title_sort | effects of simultaneous auctions on willingness to pay in online auctions |
| url | https://hdl.handle.net/10356/97968 http://hdl.handle.net/10220/12307 |
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