When rational sellers face nonrational buyers: Evidence from herding on eBay

Uri Simonsohn, Dan Ariely

Producció científica: Article en revista indexadaArticleAvaluat per experts

136 Cites (Scopus)

Resum

People often observe others' decisions before deciding themselves. Using eBay data for DVD auctions we explore the consequences of neglecting nonsalient information when making such inferences. We show that bidders herd into auctions with more existing bids, even if these are a signal of no-longer-available lower starting prices rather than of higher quality. Bidders bidding a given dollar amount are less likely to win low starting price auctions, and pay more for them when they do win. Experienced bidders are less likely to bid on low starting price auctions. Remarkably, the seller side of the market is in equilibrium, because expected revenues are nearly identical for high and low starting prices.

Idioma originalAnglès
Pàgines (de-a)1624-1637
Nombre de pàgines14
RevistaManagement Science
Volum54
Número9
DOIs
Estat de la publicacióPublicada - de set. 2008
Publicat externament

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