Using data from a large-scale sales campaign on eBay, I show that successful auction customers punish the seller through unfavorable public feedback when they later learn discover a cheaper fixed-price offer. The probability of receiving such feedback is four times bigger for auctions than for...

Traditional advertising, such as TV and print advertising, primarily builds awareness of a firm's product among consumers. On the other hand, sponsored search advertising can target consumers in a later stage of the purchase process because they self-identify themselves by searching for a...

This paper provides research into the effects of product class and seller reputation on price-setting in online auctions. Sellers may offer price information to potential bidders through buy-now prices (BNPs) and starting prices (SPs). In two experiments, the authors show that for products with...

E-commerce platforms, such as Amazon, Alibaba and Flipkart, that match sellers and consumers at an unprecedented scale, operate their internal search engines to help buyers find relevant products from a large number of sellers, and also allow sellers to advertise to consumers for positions in...

With an internet-based platform to transparently report global business-to-business (B2B) dealings, companies could freely invest and transact. Part I also explores eBay's secrets of success, complete with a detailed examination of its feedback and rating systems to find what tools can be...

This research examines how the intensity of the dynamic competitive interaction with other bidders in ascending auctions influences consumers' willingness to pay for auctioned products. It focuses on one important aspect of this interaction – the speed of competitor reaction. The key...

Media publisher platforms often face an effectiveness-nuisance tradeoff: more annoying ads can be more effective for some advertisers because of their ability to attract attention, but after attracting viewers' attention, their nuisance to viewers can decrease engagement with the platform over...

With $40BB in annual gross merchandise volume, electronic auctions comprise a substantial and growing sector of the retail economy. Using unique data on Celtic coins, we estimate a structural model of buyer and seller behavior via MCMC with data augmentation. Results indicate that buyer...

On search keywords with trademarked terms, the brand owner (“focal brand”) and other relevant firms compete for consumers. For the focal brand, paid clicks have a direct substitute in the organic links below the paid ad(s). The proximity of this substitute depends on whether competing firms...