@inproceedings{4cdd99243e9d41ce812736378cb1b3d0,
title = "Effects of simultaneous auctions on willingness-to-pay in online auctions",
abstract = "In this paper, the authors argue that auctions are not only affected by their information cues but also contrasting, peripheral information cues from adjacent auction listings. The authors examine the effects of time urgency and persuasion intent on the processing of this contrasting peripheral information. Using two controlled experiments and an empirical field study, the authors show that time urgency experienced by bidders in online auctions results in increased heuristic processing of contrasting information from adjacent auction listings. The authors also found that bidders will discount contrasting peripheral information if they perceive salient persuasion intents in advertising presented by the auctioneers. The resulting contrast effects ultimately lead to changes in willingness to pay. The following is an extended abstract. The full version of the paper can be obtained from any of the authors.",
keywords = "contrast effects, electronic commerce, experimental research, online auctions, willingness to pay",
author = "Bockstedt, {Jesse C.} and Goh, {Kim Huat} and Sharon Ng",
year = "2012",
doi = "10.1145/2346536.2346564",
language = "English (US)",
isbn = "9781450311977",
series = "ACM International Conference Proceeding Series",
pages = "153--154",
booktitle = "ICEC 2012 - 14th Annual International Conference on Electronic Commerce",
note = "14th Annual International Conference on Electronic Commerce, ICEC 2012 ; Conference date: 07-08-2012 Through 08-08-2012",
}