Going Once... Going Twice... The Bidding Behavior of Buyers in Internet Auctions

[mandy]

Wharton marketing and statistics professor Eric T. Bradlow...does offer guidance on the behavior of potential buyers in a new study entitled, "An Integrated Model for Bidding Behavior in Internet Auctions: Whether, Who, When, and How Much," recently published in the Journal of Marketing Research. Bradlow, who is also academic director of the Wharton Small Business Development Center, co-authored the study with Cornell marketing professor Young-Hoon Park. "To the best of our knowledge, this is the first attempt to model formally the behavioral aspects of bidding behavior for the entire sequence of bids in Internet auctions," the authors write.

...the research provides intriguing insights into how Internet auctions work and how we can be more successful buyers or sellers.

full article: http://knowledge.wharton.upenn.edu/index.cfm?fa=viewArticle&id=1378

Tips for sellers offered by the article include: Keep it short, Play it straight, Target the newbies, Appeal to the losers, Set BIN higher