When do I profit? Uncovering boundary conditions on reputation effects in online auctions

Michelle Carter, Stefan Tams, Varun Grover

Research output: Contribution to journalArticle

6 Scopus citations

Abstract

Reputation profiles, based on customer feedback ratings, are important for achieving above average sales prices in online auctions. However, contradictory results in past research suggest that reputation effects may depend on information alternatives to customer feedback that sellers can provide to buyers. By explicitly modeling the competing assumptions of classical and contemporary approaches to buyer decision-making and using hierarchical linear modeling to analyse data from 363 online auctions, we found that sellers may benefit from carefully evaluating what information alternatives they combine with reputation profile to realize higher sales prices.

Original languageEnglish (US)
Pages (from-to)256-267
Number of pages12
JournalInformation and Management
Volume54
Issue number2
DOIs
StatePublished - Mar 1 2017

Keywords

  • Auctions
  • E-business
  • Empirical methods
  • Individual decision-making
  • Regression methods

ASJC Scopus subject areas

  • Management Information Systems
  • Information Systems
  • Information Systems and Management

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