To bid or not to bid: Drivers of bidding behavior in electronic reverse auctions

Journal of Supply Chain Management

Volumn 47, Issue 1, 2011, Pages 60-72

  Yeniyurt, Sengun ^a   Watson, Stevie ^a   Carter, Craig R ^b   Stevens, Cynthia Kay ^c  

^a RUTGERS UNIVERSITY   (United States)

^b UNIVERSITY OF NEVADA   (United States)

^c UNIVERSITY OF MARYLAND   (United States)

Author keywords

Behavioral supply management; Decision making; Electronic reverse auctions; Hazard rate models

Indexed keywords

EID: 78651344874     PISSN: 15232409     EISSN: 1745493X     Source Type: Journal    
DOI: 10.1111/j.1745-493X.2010.03214.x     Document Type: Article

References (55)

1. Amelinckx, I., S. Muylle and A. Lievens Extending Electronic Sourcing Theory: An Exploratory Study of Electronic Reverse Auction Outcomes, "Electronic Commerce Research and Applications, (7:1), 2008, pp. 119-133.
2. Beall, S., C.R. Carter, P.L. Carter, T. Germer, T. Hendrick, S. Jap, L. Kaufmann, D. Maciejewski, R. Monczka and K. Petersen The Role Of Reverse Auctions In Strategic Sourcing, Research Paper, Center for Advanced Purchasing Studies (CAPS), 2003.
3. Blossfeld, H.-P. and G. Rohwer Techniques of Event History Modeling New Approaches to Causal Analysis, Lawrence Erlbaum Associates, Hillsdale, NJ, 2002.
4. Bornstein, B.H. and G.B. Chapman Learning Lessons from Sunk Costs, "Journal of Experimental Psychology: Applied, (1:4), 1995, pp. 251-269.
5. Bosman, R. Emotions and Economic Shock in First Price Sealed Bid Auction: An Experimental Study, Tinbergen Institute Discussion Paper No. 2003-056, University of Amsterdam, 2003.
6. Cacioppo, J.T. and R.E. Petty The Need for Cognition, "Journal of Personality and Social Psychology, (42), 1982, pp. 116-131.
7. Cacioppo, J.T., R.E. Petty, J.A. Feinstein and W.B.G. Javis Dispositional Differences in Cognitive Motivation: The Life and Times of Individuals Varying in Need for Cognition, "Psychological Bulletin, (119:2), 1996, pp. 197-253.
8. Cacioppo, J.T., R.E. Petty and C.F. Kao The Efficient Assessment of Need for Cognition, "Journal of Personality Assessment, (48), 1984, pp. 306-307.
9. Caniëls, M.C.J. and E.M. van Raaij Do All Suppliers Dislike Electronic Reverse Auctions?, "Journal of Purchasing and Supply Management, (15:1), 2009, pp. 12-23.
10. Carter, C.R., L. Kaufmann, S. Beall, P. Carter, T. Hendrick and K.J. Petersen Reverse Auctions - Grounded Theory from the Buyer and Supplier Perspective, "Transportation Research E, (40:3), 2004, pp. 229-254.
11. Carter, C.R. and C.K. Stevens Electronic Reverse Auction Configuration and its Impact on Buyer Price and Supplier Perceptions of Opportunism: A Laboratory Experiment, "Journal of Operations of Management, (25:5), 2007, pp. 1035-1054.
12. Cullen, A.J. and M. Webster A Model of B2B E-Commerce, Based on Connectivity and Purpose, "International Journal of Operations and Production Management, (27:2), 2007, pp. 205-225.
13. Dans, E. Existing Business Models for Auctions and their Adaptation to Electronic Markets, "Journal of Electronic Commerce Research, (3:2), 2002, pp. 23-31.
14. Dholakia, U.M. and I. Simonson The Effect of Explicit Reference Points on Consumer Choice and Online Bidding Behavior, "Marketing Science, (24:2), 2005, pp. 206-217.
15. Ding, M., J. Eliashberg, J. Huber and R. Saini Emotional Bidders - An Analytical and Experimental Examination of Consumers' Behavior in a Priceline-Like Reverse Auction, "Management Science, (51:3), 2005, pp. 352-364.
16. Dittmar, H. A New Look at Compulsive Buying: Self-Discrepancies and Materialistic Values as Predictors of Compulsive Buying Tendency, "Journal of Social and Clinical Psychology, (24:6), 2005, pp. 832-859.
17. Dixit, A., W.W. Thomas, G.M. Zinkhan and E. Gailey A Taxonomy of Information Technology-Enhanced Pricing Strategies, "Journal of Business Research, (61), 2008, pp. 275-283.
18. Ducarroz, C. "Essays on Online Auction Design and Bidding Behavior, "unpublished doctoral dissertation, Catholic University of Mons, 2007.
19. Emiliani, M.L. and D.J. Stec Aerospace Parts Suppliers' Reaction to Online Reverse Auctions, "Supply Chain Management, (9:2), 2004, pp. 139-153.
20. Engelbrecht-Wiggans, R., E. Haruv and E. Katok A Comparison of Buyer-Determined and Price-Based Multiattribute Mechanisms, "Marketing Science, (26:5), 2007, pp. 629-641.
21. Foroughi, A., M. Kocakulah and J. Williams A Framework for Electronic Reverse Auction (eRA) Research, "Journal of Internet Commerce, (6:3), 2008, pp. 45-74.
22. Ganesan, S., M. George, S. Jap, R.W. Palmatier and B. Weitz Supply Chain Management and Retailer Performance: Emerging Trends, Issues, and Implications for Research and Practice, "Journal of Retailing, (85:1), 2009, pp. 84-94.
23. Häubl, G. and P.T.L. Popkowski Leszczyc Bidding Frenzy: Intensity of Competitive Interaction among Bidders and Product Valuations in Auctions, "Advances in Consumer Research, (31:1), 2004, pp. 91-93.
24. Hawkins, T.G., W.S. Randall and C.M. Wittmann An Empirical Examination of Reverse Auction Appropriateness in B2B Source Selection, "Journal of Supply Chain Management, (46:1), 2010, pp. 55-71.
25. Heyman, J.E., Y. Orhun and D. Ariely Auction Fever: The Effect of Opponents and Quasi-Endowment on Product Valuations, "Journal of Interactive Marketing, (18:4), 2004, pp. 7-21.
26. Hockey, G.R.J., A.J. Maule, P.J. Clough and L. Bdzola Effects of Negative Mood States on Risk in Everyday Decision Making, "Cognition and Emotion, (14:6), 2000, pp. 823-855.
27. Isaac, R.M. and J.M. Walker Information and Conspiracy in Sealed Bid Auctions, "Journal of Economic Behavior and Organization, (6:2), 1985, pp. 139-159.
28. Jap, S.D. Online Reverse Auctions: Issues, Themes, and Prospects for the Future, "Journal of the Academy of Marketing Science, (30:4), 2002, pp. 506-525.
29. Jap, S.D. and E. Haruvy Interorganizational Relationships and Bidding Behavior in Industrial Online Reverse Auctions, "Journal of Marketing Research, (45:5), 2008, pp. 550-561.
30. Jap, S.D. and P.A. Naik Bid Analyzer: A Method for Estimation and Selection of Dynamic Bidding Models, "Marketing Science, (27:6), 2008, pp. 949-960.
31. Johns, C.L. and J.L. Zaichkowsky Bidding Behavior at the Auction, "Psychology and Marketing, (20:4), 2003, pp. 303-322.
32. Kamins, M.A., X. Drèze and V.S. Folkes Effects of Seller-Supplied Prices on Buyers' Product Evaluations: References Prices in an Internet Auction Context, "Journal of Consumer Research, (30:4), 2004, pp. 622-628.
33. Kaufmann, L. and C.R. Carter Deciding on the Mode of Negotiation: To Auction or Not to Auction Electronically, "Journal of Supply Chain Management, (40:2), 2004, pp. 15-26.
34. Keil, M., A. Rai, J.E. Cheney Mann and G.P. Zhang Why Software Projects Escalate: The Importance of Project Management Constructs, "IEEE Transactions on Engineering Management, (50:3), 2003, pp. 251-261.
35. Ku, G. Learning to De-escalate: The Effects of Regret in Escalation of Commitment, "Organizational Behavior and Human Decision Processes, (105:2), 2008, pp. 221-232.
36. Ku, G., D. Malhotra and J.K. Murnighan Towards a Competitive Arousal Model of Decision-Making: A Study of Auction Fever in Live and Internet Auctions, "Organizational Behavior and Human Decision Processes, (96:2), 2005, pp. 89-103.
37. Labre, M.P. Burn Fat, Build Muscle: A Content Analysis of Men's Health and Men's Fitness, "International Journal of Men's Health, (4:2), 2005, pp. 187-200.
38. Law, C. and M.P. Labre Cultural Standards of Attractiveness: A Thirty-Year Look at Changes in Male Images in Magazines, "Journalism and Mass Communication Quarterly, (79:3), 2002, pp. 697-711.
39. Mano, H. Judgments Under Distress: Assessing the Role of Unpleasantness and Arousal in Judgment Formation, "Organizational Behavior and Human Decision Processes, (52:2), 1992, pp. 216-245.
40. Mano, H. Risk-Taking, Framing Effects, and Affect, "Organizational Behavior and Human Decision Processes, (57:1), 1994, pp. 38-58.
41. Martin, B.A.S., M.J. Sherrard and D. Wentzel The Role of Sensation Seeking and Need for Cognition on Web-Site Evaluations: A Resource-Matching Perspective, "Psychology and Marketing, (22:2), 2005, pp. 109-126.
42. Moser, E.P. E-procurement - Successfully Using and Managing Reverse Auctions, "Pharmaceutical Technology, (26:4), 2002, pp. 100-105.
43. Pearcy, D., L. Giunipero and A. Wilson A Model of Relational Governance in Reverse Auctions, "Journal of Supply Chain Management, (43:1), 2007, pp. 4-15.
44. Pham, M.T. and E.T. Higgins Promotion and Prevention in Consumer Decision-Making: The State of the Art and Theoretical Propositions." In S. Ratneshwar and David G. Mick (Eds.), Chapter 2 in Inside Consumption: Consumer Motives, Goals, and Desires, Routledge, Oxon, UK, 2005, pp. 8-39.
45. Roth, A.E. and A. Ockenfels Last Minute Bidding and the Rules for Ending Second-Price Auctions: Evidence from eBay and Amazon Auctions on the Internet, "American Economic Review, (92:4), 2002, pp. 1093-1103.
46. Sehwail, L.M., R.G. Ingalls and D.B. Pratt Business-to-Business Online Reverse Auctions: A Literature Review and a Call for Research, "International Journal of Services and Operations Management, (4:4), 2008, pp. 498-520.
47. Shah, A.K. and D.M. Oppenheimer Heuristics Made Easy: An Effort-Reduction Framework, "Psychological Bulletin, (134: (2)), 2008, pp. 207-222.
48. Smeltzer, L. and A.S. Carr Electronic Reverse Auctions: Promises, Risks, and Conditions for Success, "Industrial Marketing Management, (32:6), 2003, pp. 481-488.
49. Smith, W.R. Can Electronic Reverse-Auctions Destroy Business Relationship?, "Journal of Business Case Studies, (4:4), 2008, pp. 69-72.
50. Staw, B. Knee-Deep in Big Muddy: A Study of Escalation of Commitment to a Chosen Course of Action, "Organizational Behavior and Human Performance, (16), 1976, pp. 172-186.
51. Staw, B.M. and J. Ross Behavior in Escalation Situations: Antecedents, Prototypes, and Solutions, "Research in Organizational Behavior, (9:1), 1987, pp. 39-78.
52. Staw, B.M. and J. Ross Understanding Behavior in Escalation Situations, "Science, (246:4927), 1989, pp. 216-220.
53. Su, M. and Q. Hu An Exploratory Study of Internet Auction Business Models." In M Khosrowpour (Ed.), Challenges of Information Technology Management in the 21st Century, Idea Group Publishing, Hershey, PA, 2000, pp. 561-565.
54. Tuma, N.B. and M.T. Hannan Social Dynamics: Models and Methods, Academic Press, New York, 1984.
55. Verplanken, B., P.T. Hazenberg and G.R. Palenewen Need for Cognition and External Information Search Effort, "Journal of Research in Personality, (26: (2)), 1992, pp. 128-136.