Thinking or Feeling the Risk in Online Auctions: The Effects of Priming Auction Outcomes and the Dual System on Risk Perception and Amount Bid
Author
Abstract
Suggested Citation
DOI: 10.1016/j.intmar.2012.09.001
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Noort, Guda Van & Kerkhof, Peter & Fennis, Bob M., 2008. "The persuasiveness of online safety cues: The impact of prevention focus compatibility of Web content on consumers’ risk perceptions, attitudes, and intentions," Journal of Interactive Marketing, Elsevier, vol. 22(4), pages 58-72.
- Daniel Kahneman & Dan Lovallo, 1993. "Timid Choices and Bold Forecasts: A Cognitive Perspective on Risk Taking," Management Science, INFORMS, vol. 39(1), pages 17-31, January.
- Kamins, Michael A. & Noy, Avi & Steinhart, Yael & Mazursky, David, 2011. "The Effect of Social Cues on Sniping Behavior in Internet Auctions: Field Evidence and a Lab Experiment," Journal of Interactive Marketing, Elsevier, vol. 25(4), pages 241-250.
- R. Duncan Luce & Detlof von Winterfeldt, 1994. "What Common Ground Exists for Descriptive, Prescriptive, and Normative Utility Theories?," Management Science, INFORMS, vol. 40(2), pages 263-279, February.
- Daniel D. Zeng & James C. Cox & Moshe Dror, 2007. "Coordination of Purchasing and Bidding Activities Across Markets," Experimental Economics Center Working Paper Series 2006-04, Experimental Economics Center, Andrew Young School of Policy Studies, Georgia State University.
- Carvalho, Sergio W. & Block, Lauren G. & Sivaramakrishnan, Subramanian & Manchanda, Rajesh V. & Mitakakis, Chrissy, 2008. "Risk perception and risk avoidance: The role of cultural identity and personal relevance," International Journal of Research in Marketing, Elsevier, vol. 25(4), pages 319-326.
- Harless, David W & Camerer, Colin F, 1994. "The Predictive Utility of Generalized Expected Utility Theories," Econometrica, Econometric Society, vol. 62(6), pages 1251-1289, November.
- Daniel Kahneman & Amos Tversky, 2013.
"Prospect Theory: An Analysis of Decision Under Risk,"
World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127,
World Scientific Publishing Co. Pte. Ltd..
- Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-291, March.
- Amos Tversky & Daniel Kahneman, 1979. "Prospect Theory: An Analysis of Decision under Risk," Levine's Working Paper Archive 7656, David K. Levine.
- Chris Starmer, 2000. "Developments in Non-expected Utility Theory: The Hunt for a Descriptive Theory of Choice under Risk," Journal of Economic Literature, American Economic Association, vol. 38(2), pages 332-382, June.
- Srinivasan, Narasimhan & Ratchford, Brian T, 1991. "An Empirical Test of a Model of External Search for Automobiles," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 18(2), pages 233-242, September.
- Vicki McKinney & Kanghyun Yoon & Fatemeh “Mariam” Zahedi, 2002. "The Measurement of Web-Customer Satisfaction: An Expectation and Disconfirmation Approach," Information Systems Research, INFORMS, vol. 13(3), pages 296-315, September.
- Forsythe, Sandra M. & Shi, Bo, 2003. "Consumer patronage and risk perceptions in Internet shopping," Journal of Business Research, Elsevier, vol. 56(11), pages 867-875, November.
- Aimee Drolet & Mary Frances Luce & Itamar Simonson, 2009. "When Does Choice Reveal Preference? Moderators of Heuristic versus Goal-Based Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(1), pages 137-147, June.
- Shailendra Pratap Jain & Nidhi Agrawal & Durairaj Maheswaran, 2006. "When More May Be Less: The Effects of Regulatory Focus on Responses to Different Comparative Frames," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(1), pages 91-98, June.
- Leonard Lee & On Amir & Dan Ariely, 2009. "In Search of Homo Economicus: Cognitive Noise and the Role of Emotion in Preference Consistency," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(2), pages 173-187.
- Bosnjak, Michael & Galesic, Mirta & Tuten, Tracy, 2007. "Personality determinants of online shopping: Explaining online purchase intentions using a hierarchical approach," Journal of Business Research, Elsevier, vol. 60(6), pages 597-605, June.
- Aaker, Jennifer L & Lee, Angela Y, 2001. ""I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 33-49, June.
- Dabholkar, Pratibha A, 1994. "Incorporating Choice into an Attitudinal Framework: Analyzing Models of Mental Comparison Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(1), pages 100-118, June.
- Loewenstein, George & O'Donoghue, Ted, 2004. "Animal Spirits: Affective and Deliberative Processes in Economic Behavior," Working Papers 04-14, Cornell University, Center for Analytic Economics.
- Ku, Gillian & Malhotra, Deepak & Murnighan, J. Keith, 2005. "Towards a competitive arousal model of decision-making: A study of auction fever in live and Internet auctions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(2), pages 89-103, March.
- Swinyard, William R, 1993. "The Effects of Mood, Involvement, and Quality of Store Experience on Shopping Intentions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(2), pages 271-280, September.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Yael Steinhart & Michael Kamins & David Mazursky, 2019. "Influence of the “benefit of the doubt” in online auctions," Marketing Letters, Springer, vol. 30(3), pages 245-260, December.
- Adam, Marc T.P. & Astor, Philipp J. & Krämer, Jan, 2016. "Affective Images, Emotion Regulation and Bidding Behavior: An Experiment on the Influence of Competition and Community Emotions in Internet Auctions," Journal of Interactive Marketing, Elsevier, vol. 35(C), pages 56-69.
- Casado-Aranda, Luis-Alberto & Liébana-Cabanillas, Francisco & Sánchez-Fernández, Juan, 2018. "A Neuropsychological Study on How Consumers Process Risky and Secure E-payments," Journal of Interactive Marketing, Elsevier, vol. 43(C), pages 151-164.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Wakker, Peter P. & Zank, Horst, 2002. "A simple preference foundation of cumulative prospect theory with power utility," European Economic Review, Elsevier, vol. 46(7), pages 1253-1271, July.
- Simone Cerreia‐Vioglio & David Dillenberger & Pietro Ortoleva, 2015.
"Cautious Expected Utility and the Certainty Effect,"
Econometrica, Econometric Society, vol. 83, pages 693-728, March.
- Simone Cerreia-Vioglio & David Dillenberger & Pietro Ortoleva, 2013. "Cautious Expected Utility and the Certainty Effect," PIER Working Paper Archive 13-037, Penn Institute for Economic Research, Department of Economics, University of Pennsylvania.
- Simone Cerreia-Vioglio & David Dillenberger & Pietro Ortoleva, 2014. "Cautious Expected Utility and the Certainty Effect," PIER Working Paper Archive 14-005, Penn Institute for Economic Research, Department of Economics, University of Pennsylvania.
- Simone Cerreia-Vioglio & David Dillenberger & Pietro ortoleva, 2013. "Cautious Expected Utility and the Certainty Effect," Working Papers 488, IGIER (Innocenzo Gasparini Institute for Economic Research), Bocconi University.
- Bocqueho, Geraldine & Jacquet, Florence & Reynaud, Arnaud, 2011. "Expected Utility or Prospect Theory Maximizers? Results from a Structural Model based on Field-experiment Data," 2011 International Congress, August 30-September 2, 2011, Zurich, Switzerland 114257, European Association of Agricultural Economists.
- Riddel, Mary C. & Shaw, W. Douglass, 2006. "A Theoretically-Consistent Empirical Non-Expected Utility Model of Ambiguity: Nuclear Waste Mortality Risk and Yucca Mountain," Pre-Prints 23964, Texas A&M University, Department of Agricultural Economics.
- Cheng, Yin-Hui & Yen, HsiuJu Rebecca & Chuang, Shih-Chieh & Chang, Chia-Jung, 2013. "Product option framing under the influence of a promotion versus prevention focus," Journal of Economic Psychology, Elsevier, vol. 39(C), pages 402-413.
- Aluma Dembo & Shachar Kariv & Matthew Polisson & John Quah, 2021.
"Ever since Allais,"
IFS Working Papers
W21/15, Institute for Fiscal Studies.
- Aluma Dembo & Shachar Kariv & Matthew Polisson & John K.-H. Quah, 2021. "Ever Since Allais," Bristol Economics Discussion Papers 21/745, School of Economics, University of Bristol, UK.
- Abdellaoui, Mohammed & Bleichrodt, Han, 2007. "Eliciting Gul's theory of disappointment aversion by the tradeoff method," Journal of Economic Psychology, Elsevier, vol. 28(6), pages 631-645, December.
- Adam, Marc T.P. & Krämer, Jan & Müller, Marius B., 2015. "Auction Fever! How Time Pressure and Social Competition Affect Bidders’ Arousal and Bids in Retail Auctions," Journal of Retailing, Elsevier, vol. 91(3), pages 468-485.
- Han Bleichrodt & Jose Maria Abellan-Perpiñan & Jose Luis Pinto-Prades & Ildefonso Mendez-Martinez, 2007.
"Resolving Inconsistencies in Utility Measurement Under Risk: Tests of Generalizations of Expected Utility,"
Management Science, INFORMS, vol. 53(3), pages 469-482, March.
- Han Bleichrodt & José María Abellán-Perpiñan & JoséLuis Pinto & Ildefonso Méndez-Martínez, 2005. "Resolving inconsistencies in utility measurement under risk: Tests of generalizations of expected utility," Economics Working Papers 798, Department of Economics and Business, Universitat Pompeu Fabra.
- Han Bleichrodt & Jose María Abellán Perpiñán & Jose Luis Pinto-Prades & Ildefonso Méndez-Martínez, 2006. "Resolving Inconsistencies in Utility Measurement under Risk: Tests of Generalizations of Expected Utility," Working Papers 06.19, Universidad Pablo de Olavide, Department of Economics.
- Jakusch, Sven Thorsten & Meyer, Steffen & Hackethal, Andreas, 2019. "Taming models of prospect theory in the wild? Estimation of Vlcek and Hens (2011)," SAFE Working Paper Series 146, Leibniz Institute for Financial Research SAFE, revised 2019.
- Gijs Kuilen & Peter Wakker, 2006. "Learning in the Allais paradox," Journal of Risk and Uncertainty, Springer, vol. 33(3), pages 155-164, December.
- Stephen G Dimmock & Roy Kouwenberg & Olivia S Mitchell & Kim Peijnenburg, 2021.
"Household Portfolio Underdiversification and Probability Weighting: Evidence from the Field,"
The Review of Financial Studies, Society for Financial Studies, vol. 34(9), pages 4524-4563.
- Peijnenburg, Kim & Dimmock, Steve & Kouwenberg, Roy & Mitchell, Olivia S, 2018. "Household Portfolio Underdiversification and Probability Weighting: Evidence from the Field," CEPR Discussion Papers 13109, C.E.P.R. Discussion Papers.
- Stephen G. Dimmock & Roy Kouwenberg & Olivia S. Mitchell & Kim Peijnenburg, 2018. "Household Portfolio Underdiversification and Probability Weighting: Evidence from the Field," NBER Working Papers 24928, National Bureau of Economic Research, Inc.
- Andersen, Steffen & Harrison, Glenn W. & Lau, Morten Igel & Rutström, Elisabet E., 2010.
"Behavioral econometrics for psychologists,"
Journal of Economic Psychology, Elsevier, vol. 31(4), pages 553-576, August.
- Steffen Andersen & Glenn W. Harrison & Morten Igel Lau & Elisabet E. Rutstroem, 2007. "Behavioral Econometrics for Psychologists," Department of Economics Working Papers 2007_08, Durham University, Department of Economics.
- Andersen, Steffen & Harrison, Glenn W. & Lau, Morten Igel & Rutström, Elisabeth E., 2007. "Behavioral Econometrics for Psychologists," Working Papers 18-2007, Copenhagen Business School, Department of Economics.
- Andersen, Steffen & Harrison, Glenn W. & Lau, Morten Igel & Rutström, Elisabet E., 2009. "Behavioral Econometrics for Psychologists," Working Papers 04-2009, Copenhagen Business School, Department of Economics.
- repec:cup:judgdm:v:11:y:2016:i:5:p:424-440 is not listed on IDEAS
- Egil Matsen & Bjarne Strøm, 2006.
"Joker: Choice in a simple game with large stakes,"
Working Paper Series
8307, Department of Economics, Norwegian University of Science and Technology.
- Egil Matsen & Bjarne Strom, 2006. "Joker: Choice in a simple game with large stakes," Natural Field Experiments 00236, The Field Experiments Website.
- Daniel Navarro-Martinez & Graham Loomes & Andrea Isoni & David Butler & Larbi Alaoui, 2018.
"Boundedly rational expected utility theory,"
Journal of Risk and Uncertainty, Springer, vol. 57(3), pages 199-223, December.
- Navarro-Martinez, Daniel & Loomes, Graham & Isoni, Andrea & Butler, David & Alaoui, Larbi, 2017. "Boundedly Rational Expected Utility Theory," MPRA Paper 79893, University Library of Munich, Germany.
- Peter Brooks & Simon Peters & Horst Zank, 2014.
"Risk behavior for gain, loss, and mixed prospects,"
Theory and Decision, Springer, vol. 77(2), pages 153-182, August.
- Peter Brooks & Simon Peters & Horst Zank, 2011. "Risk Behaviour for Gain, Loss and Mixed Prospects," Economics Discussion Paper Series 1123, Economics, The University of Manchester.
- Ryan O. Murphy & Robert H. W. ten Brincke, 2018. "Hierarchical Maximum Likelihood Parameter Estimation for Cumulative Prospect Theory: Improving the Reliability of Individual Risk Parameter Estimates," Management Science, INFORMS, vol. 64(1), pages 308-328, January.
- Michael Birnbaum & Ulrich Schmidt, 2008.
"An experimental investigation of violations of transitivity in choice under uncertainty,"
Journal of Risk and Uncertainty, Springer, vol. 37(1), pages 77-91, August.
- Birnbaum, Michael H. & Schmidt, Ulrich, 2008. "An experimental investigation of violations of transitivity in choice under uncertainty," Kiel Working Papers 1396, Kiel Institute for the World Economy (IfW Kiel).
- repec:cup:judgdm:v:2:y:2007:i::p:234-242 is not listed on IDEAS
- Adrian Bruhin & Maha Manai & Luís Santos-Pinto, 2022.
"Risk and rationality: The relative importance of probability weighting and choice set dependence,"
Journal of Risk and Uncertainty, Springer, vol. 65(2), pages 139-184, October.
- Adrian Bruhin & Maha Manai & Luis Santos-Pinto, 2018. "Risk and Rationality:The Relative Importance of Probability Weighting and Choice Set Dependence," Cahiers de Recherches Economiques du Département d'économie 18.04, Université de Lausanne, Faculté des HEC, Département d’économie.
- Adrian Bruhin & Maha Manai & Luis Santos-Pinto, 2019. "Risk and Rationality:The Relative Importance of Probability Weighting and Choice Set Dependence," Cahiers de Recherches Economiques du Département d'économie 19.05, Université de Lausanne, Faculté des HEC, Département d’économie.
- Helga Fehr-Duda & Thomas Epper, 2012. "Probability and Risk: Foundations and Economic Implications of Probability-Dependent Risk Preferences," Annual Review of Economics, Annual Reviews, vol. 4(1), pages 567-593, July.
More about this item
Keywords
Perceived risk of losing; Two-system model; Online auctions;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joinma:v:27:y:2013:i:1:p:47-61. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-interactive-marketing/ .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.