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

Michelle Carter; Stefan Tams; Varun Grover

doi:10.1016/j.im.2016.06.007

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

Michelle Carter, Stefan Tams, Varun Grover

Information Systems & Quantitative Analysis

Research output: Contribution to journal › Article › peer-review

9 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 language	English (US)
Pages (from-to)	256-267
Number of pages	12
Journal	Information and Management
Volume	54
Issue number	2
DOIs	https://doi.org/10.1016/j.im.2016.06.007
State	Published - 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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10.1016/j.im.2016.06.007

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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.",

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author = "Michelle Carter and Stefan Tams and Varun Grover",

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AU - Tams, Stefan

AU - Grover, Varun

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AB - 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.

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KW - E-business

KW - Empirical methods

KW - Individual decision-making

KW - Regression methods

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

Abstract

Keywords

ASJC Scopus subject areas

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