Consumer adoption of group-buying auctions: an experimental study

Robert J. Kauffman1, Hsiangchu Lai2, Huang‐Chi Lin2
1W. P. Carey School of Business, Arizona State University, Tempe, AZ, 85287, USA
2College of Management, National Sun Yat-sen University, No. 70, Lienhai Rd., Kaohsiung, 80424, Taiwan

Tóm tắt

Từ khóa


Tài liệu tham khảo

Anand KS, Aron R (2003) Group buying on the web: a comparison of price-discovery mechanisms. Manage Sci 49(11):1546–1562

Andrade E, Iyer G (2009) Planned versus actual betting in sequential gambles. J Mark Res 46(3):372–383

AppleDaily Taiwan. Group-buying of tiramisu: three years hot in PTT (2007) (1-apple.com.tw/index.cfm?Fuseaction=Article&-Art_ID=3394089&IssueID=20070414)

Archak N, Ghose A, Ipeirotis P (2007) Show me the money! Deriving the pricing power of product features by mining consumer reviews. In: Proceedings of the 13th ACM SIGKDD international conference on knowledge discovery and data mining. San Jose, CA, pp 56–65

Ajzen I (1991) The theory of planned behavior. Org Beh Human Dec Proc 50(2):179–211

Ba S, Pavlou PA (2002) Evidence of the effect of trust building technology in electronic markets: price premiums and buyer behavior. MIS Q 26(3):243–268

Bhattacharya R, Devinney TM, Pillutla MM (1998) A formal model of trust based on outcomes. Acad Manag Rev 23(3):459–472

Byrne BM (1989) Multiple comparisons and the assumption of equivalent construct validity across groups: methodological and substantive issues. Multivar Behav Res 24(4):503–523

Chang YT (2007) Auctions, group-buying let you select. Shopping on the Internet a great opportunity. Electronic Commerce Times (28 May 2007). ( www.ectimes.org.tw/Shownews.aspx?id=9453 )

Chen J, Chen X, Kauffman RJ, Song X (2009) Should we collude? Analyzing the benefits of bidder cooperation in online group-buying auctions. Electron Commer Res Appl 8(4):191–202

Chen J, Chen X, Song X (2007) Comparison of the group-buying auction and the fixed-pricing mechanism. Decis Support Syst 43(2):445–459

Chen J, Kauffman RJ, Liu Y, Song X (2010) Segmenting uncertain demand in group-buying auctions. Electron Commer Res Appl 9(2) (in press)

Choudhary V, Tomak K, Chaturvedi A (1998) Economic benefits of renting software. J Org Comput Electron Commer 8(4):277–305

Cox DF, Rich SU (1964) Perceived risk and consumer decision-making: the case of the telephone shopping. J Mark Res 1(4):32–39

Dellarocas C (2003) The digitization of word-of-mouth: promise and challenges of online reputation mechanisms. Manage Sci 49(10):1407–1424

DinBenDon.net, Taipei, Taiwan (2008) (blog.dinbendon.net)

Doong HS, Kauffman RJ, Lai HC, Zhuang YT (2009) Empirical design of incentive mechanisms in group-buying auctions: an experimental approach. In: Kauffman RJ, Tallon PP (eds) Economics, information systems, and electronic commerce: empirical research, in Management Information Series, Zwass V (ed). M. E. Sharpe, Armonk, pp 181–225

Economides N (1996) The economics of networks. Int J Ind Org 14(2):673–699

Fitzsimons GM, Chartrand T, Fitzsimons GJ (2008) Automatic effects of brand exposure on motivated behavior: how Apple makes you “think different”. J Consum Res 35(1):21–35

Gefen D (2002) Customer loyalty in e-commerce. J Assoc Info Syst 3(1):27–51

Gefen D, Karahanna E, Straub DW (2003) Trust and TAM in online shopping: an integrated Model. MIS Q 27(1):51–90

Gelb BD, Sundaram S (2002) Adapting to word of mouse. Bus Horiz 45(4):21–25

Ghose A, Ipeirotis PG, Sundararajan A (2006) The dimensions of reputation of electronic markets. Working paper. Stern School of Business, New York University, New York (archive.nyu.edu/handle/2451/14757)

Gregor G (2006) The nature of theory in information systems. MIS Q 30(3):611–642

Gorn GJ, Jiang Y, Johar V (2008) Babyfaces, trait inferences, and company evaluations in a public relations crisis. J Consum Res 35(1):36–49

Greif A (1989) Reputation and coalitions in medieval trade: evidence on the Maghribi traders. J Econ Hist 49(4):857–882

Griskevicius V, Goldstein NJ, Mortensen CR, Sundie JM, Cialdini RB, Kenrick DT (2009) Fear and loving in Las Vegas: evolution, emotion, and persuasion. J Market Res 46(3):384–395

Gupta A, Su BC, Walter Z (2004) An empirical study of consumer switching from traditional to electronic channels: a purchase-decision process perspective. Int J Electron Commer 8(3):131–161

Hair JF, Black WC, Babin BJ, Anderson RE, Tatham RL (2006) Multivariate data analysis, 6th edn. Pearson Education, Upper Saddle River

Herr PM, Kardes FR, Kim J (1991) Effects of word-of-mouth and product-attribute information on persuasion: an accessibility-diagnosticity perspective. J Consum Res 17(4):454–462

Jarvenpaa SL, Tractinsky N, Vitale M (2000) Consumer trust in an Internet store. Inf Technol Manage 1(1/2):45–71

Jöreskog KG (1969) A general approach to confirmatory maximum likelihood factor analysis. Psychometrika 34(2):183–202

Kambil A, van Heck E (1998) Reengineering the Dutch flower auctions: a framework for analyzing exchange organizations. Inf Syst Res 9(1):1–19

Kannan PK, Kopalle PK (2001) Dynamic pricing on the Internet: importance and implications for consumer behavior. Int J Electron Commer 5(3):63–83

Katz M, Shapiro C (1986) Technology adoption in the presence of network externality. J Polit Econ 94(4):822–841

Katz M, Shapiro C (1994) Systems competition and network effects. J Econ Perspect 8(2):93–115

Kauffman RJ, Li T, van Heck E (2010) Business network-based value creation in electronic commerce. Working paper. Rotterdam School of Management, Erasmus University, Rotterdam

Kauffman RJ, Tsai JY (2009) The unified procurement strategy for enterprise software: a test of the ‘move to the middle’ hypothesis. J Manage Inf Syst 26(2):177–204

Kauffman RJ, Wang B (2001) New buyers’ arrival under dynamic pricing market microstructure: the case of group-buying discounts on the Internet. J Manag Inf Syst 15(2):157–188

Kauffman RJ, Wang B (2002) Bid together, buy together: on the efficacy of the group-buying business model in Internet-based selling. In: Lowry PB, Cherrington JO, Watson RR (eds) Handbook of E-commerce in business and society. CRC Press, Boca Raton

Labroo AA, Dhar R, Schwarz N (2008) Of frog wines and frowning watches: semantic priming, perceptual fluency and brand evaluation. J Consum Res 34(6):819–831

Layard MWJ (1973) Robust large-sample tests for homogeneity of variances. J Am Stat Assoc 68(341):195–198

Lee Z, Im I, Lee SJ (2000) The effect of negative buyer feedback on prices in Internet auction markets. In: Proceedings of 21st international conference on information system. Brisbane, Queensland, Australia, pp 286–287

Leibenstein H (1950) Bandwagon snobs, and Veblen effects in the theory of consumers’ demand. Q J Econ 64(2):183–206

Levine HG, Rossmoore D (1994) Politics and the function of power in a case study of IT implementation. J Manage Inf Syst 11(3):115–133

Li X (2008) The effects of appetitive stimuli on out-of-domain consumption impatience. J Consum Res 34(5):649–656

Liebowitz SJ, Margolis SE (1994) Network externality: an uncommon tragedy. J Econ Perspect 8(2):133–150

Lim N (2003) Consumers’ perceived risk: sources versus consequences. Electron Commer Res Appl 2(3):216–228

Mayer RC, Davis JH, Schoorman FD (1995) An integrative model of organizational trust. Acad Manag Rev 20(3):709–734

McAfee RP, McMillan J (1987) Auctions and bidding. J Econ Lit 25(2):699–738

Melnik MI, Aim J (2002) Does a seller’s reputation matter? Evidence from eBay auctions. J Ind Econ 50(3):337–349

Merton RK (1968) Social theory social structure. Free Press, New York

Michalak T, Tyrowicz J, McBurney P, Wooldridge M (2009) Exogenous coalition formation in the e-marketplace based on geographical proximity. Electron Commer Res Appl 8(4):203–223

Pavlou PA, Dimoka A (2006) The nature and role of feedback text comments in online marketplaces: implications for trust building, price premiums, and seller differentiation. Inf Syst Res 17(4):392–414

Pinder CC, Moore LE (eds) (1980) Middle range theory and the study of organizations. Martinus Nijhof Publishing, Hingham

Runkel PJ, McGrath JE (1972) Research on human behavior: a systematic guide to method. Holt, Rinehart and Winston, New York

Spears N, Singh SN (2004) Measuring attitude toward the brand and purchase intentions. J Curr Issues Advert 26(2):53–66

Spence AM (1973) Job market signaling. Q J Econ 87(3):355–374

Srivastava J, Chakravarti D (2009) Channel negotiations with information asymmetries: contingent influences of communication and trustworthiness reputations. J Mark Res 46(4):557–572

Stone RN, Gronhaug K (1993) Perceived risk: further considerations for the marketing discipline. Eur J Mark 27(3):39–50

Thomas M, Morwitz VG (2009) The ease-of-computation effect: the interplay of meta-cognitive experiences and naïve theories in judgments of price differences. J Mark Res 46(1):81–91

Tsvetovat M, Sycara K, Chen Y, Ying J (2000) Customer coalitions in the electronic marketplace. In: Sierra C, Gini M, Rosenschein J (eds) Proceedings of 4th international conference on autonomous agents, Barcelona, Catalonia, Spain. ACM Press, New York, NY, pp 263–264

Williamson OE (1993) Calculativeness, trust, and economic organization. J Law Econ 36(1):453–486

Zauberman G, Kim BK, Malkoc SA, Bettman JR (2009) Discounting time and time discounting: subjective time perception and intertemporal preferences. J Mark Res 46(4):543–556