The Behaviour of Inexperienced Buyers in Buy-It-Now Online Auctions

Jacek Cypryjański (), Aleksandra Grzesiuk () and Edyta Rudawska ()
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Jacek Cypryjański: Institute of IT in Management, University of Szczecin
Aleksandra Grzesiuk: The West Pomeranian Business School
Edyta Rudawska: University of Szczecin

Chapter Chapter 19 in Selected Issues in Experimental Economics, 2016, pp 299-309 from Springer

Abstract: Abstract Online auctions combine the conventional auction model with information technology. The research investigates online auctions buyers’ behaviour. The authors suggest that due to key features of online environment there are some signals that the sellers could implement to influence online auction buyers’ behaviour. The chapter is in the context of experimental economy. The research project was conducted by natural experiment through Allegro.pl, the leading online auctions platform in Poland. The online transactions were conducted in compliance with all statutory requirements of Allegro by a professional company focused on online business. The basic transaction was the sale of mobile phone pouch during buy-it-now online auction. Observations were carried out for 30 days. The whole project covers 370 transactions in total. There are two main groups of recommendations from the project. The first relates to the impact of online auction design parameters on the number of entries/hits per page and the sales volume of the product. The other group of recommendations allows forecasting the future of online auction market in Poland as more and more online auction buyers gain experience and passes from inexperienced to experienced group.

Keywords: Buyers’ experience; Sellers’ reputation; Online auctions; Field experiment (search for similar items in EconPapers)
Date: 2016
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DOI: 10.1007/978-3-319-28419-4_19

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