کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
886510 913065 2012 9 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Bidding Strategies and Consumer Savings in NYOP Auctions
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Bidding Strategies and Consumer Savings in NYOP Auctions
چکیده انگلیسی

We investigate how bidding strategies of successful bidders influence the savings they derive from a Name Your Own Price (NYOP) retailer relative to buying the same product from a retailer who posts prices. Utilizing bidding data for hotel room purchases we demonstrate that consumer savings rate depends positively on consumer decision to haggle (# bids ≥3) and on the shape of the bid function. Relative to non-hagglers (# bids ≤2), hagglers who employ a constant bid increment (i.e., a linear) strategy and a decreasing bid increment (i.e., concave) strategy save more, while those who employ an increasing bid increment strategy (i.e., convex) fare no better. A post hoc analysis also shows that hagglers place many bids in the pursuit of higher quality products, while non-hagglers save friction costs by sacrificing quality (e.g., targeting lower star hotels and adjusting the days of travel).

Figure optionsDownload as PowerPoint slideHighlights
► A majority of bidders in Priceline wins hotel rooms in just one or two bids.
► These bidders target lower star hotels and are willing to travel on unpopular days.
► These bidders derive lower savings rates than some but not all bidders who haggle more.
► Savings rates of these bidders are no less than hagglers who progressively raise the bid increments.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Retailing - Volume 88, Issue 1, March 2012, Pages 180–188
نویسندگان
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