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

M. Carter; S. Tams; Varun  Grover

doi:10.1016/j.im.2016.06.007

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

M. Carter, S. Tams, Varun Grover

Management Sciences

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

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
Pages (from-to)	256-267
Number of pages	12
Journal	Information and Management
Volume	54
Issue number	2
Early online date	21 Jun 2016
DOIs	https://doi.org/10.1016/j.im.2016.06.007
Publication status	Published - Mar 2017

Keywords

E-business
auctions
individual decision-making
empirical methods
regression methods

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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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KW - regression methods

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

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Keywords

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