Thinking or Feeling the Risk in Online Auctions: The Effects of Priming Auction Outcomes and the Dual System on Risk Perception and Amount Bid

The present research sheds new light on the antecedents and outcomes of bidders' perceived risk. It examines the role of the two-system model in the context of activating the potential to either win or lose an online auction. This study demonstrates that when a bidder's affective system is primed, concern about losing the item is greater and ultimately the bid amount is higher when the bidder expects to lose rather than win. Conversely, when the cognitive system is primed, the anticipated goals of winning the auction – rather than the fear of losing – drive the bidder's actions. In the latter case, the bidder pays a higher amount if the expectancy of winning is primed, as opposed to the expectancy of losing. A field study on eBay and two lab studies confirm this phenomenon.

► We examine bidding behavior as a function of the two-system model and of outcomes expectancies.
► When the affective system is primed, bids are higher when expecting to lose rather than to win.
► When the cognitive system is primed, bids are higher when expecting to win rather than to lose.
► Perceived risk of losing is found to mediate these effects.
► A field study on eBay and two lab studies confirm this phenomenon.