Title

Determinants Of Internet Auction Success And Closing Price: An Exploratory Study

Abstract

Although auctions have been examined extensively in economics, and to some degree in marketing, on-line auctions are only beginning to receive research attention. Further, in both economics and marketing the research on auctions has relied primarily on rational, economic theories. This article investigates how particular on-line auction features impact two important outcomes: auction success and final closing price. Traditional economic theories as well as theories from marketing and psychology are employed to provide a broader picture of on-line auctions. Specifically, several key factors related to auction success and closing price for four types of sterling flatware in an on-line auction site (eBay) are examined. The findings show that, across all four piece types, a reserve auction format, the relative opening price, and the number of bids unexplained by a low or high opening price are associated with both auction success and final closing price. © 2003 Wiley Periodicals, Inc.

Publication Date

6-1-2003

Publication Title

Psychology and Marketing

Volume

20

Issue

6

Number of Pages

537-566

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1002/mar.10086

Socpus ID

0038176550 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/0038176550

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