Do electronic marketplaces lower the price of goods?
Communications of the ACM
Reducing buyer search costs: implications for electronic marketplaces
Management Science - Special issue: Frontier research on information systems and economics
A framework for understanding human factors in web-based electronic commerce
International Journal of Human-Computer Studies
Communications of the ACM
From the user interface to the consumer interface: results from a global experiment
International Journal of Human-Computer Studies
Knowledge management and data mining for marketing
Decision Support Systems - Knowledge management support of decision making
Implications of buyer decision theory for design of e-commerce websites
International Journal of Human-Computer Studies
Analysis and Design of Business-to-Consumer Online Auctions
Management Science
Managing Online Auctions: Current Business and Research Issues
Management Science
Information Technology and Management
The Impact of eBay's Buy-It-Now Function on Bidder Behavior
International Journal of Electronic Commerce
Consumer Bidding Behavior on Internet Auction Sites
International Journal of Electronic Commerce
Bidding Behavior in On-line Auctions: An Examination of the eBay Pokemon Card Market
International Journal of Electronic Commerce
Temporary and Permanent Buyout Prices in Online Auctions
Management Science
Estimating Time Required to Reach Bid Levels in Online Auctions
Journal of Management Information Systems
On-Line Auctions with Buy-It-Now Pricing: A Practical Design Model and Experimental Evaluation
International Journal of Electronic Commerce
Bidding strategies in online single-unit auctions: Their impact and satisfaction
Information and Management
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This paper examines the behavioral aspects of bidder conduct in on-line auctions. It utilizes price data from 113 on-line auctions, surveys of winning bidders, and draws upon the consumer behavior and auctions' literature to examine individual trait differences in shopping preferences that predict a buyer's decision to use "strategic exit," the fixed-price Buy-It-Now (BIN) functionality. It argues that impulse-buying tendencies, trait competitiveness, and hedonic need fulfillment are antecedents of strategic exit, and that hedonic need fulfillment moderates the effect of impulse-buying tendencies on strategic exit. Buyers who exit an auction early by using the BIN feature end up paying a higher than average price. Theoretical and practical implications for the design of electronic auctions and the process of selling goods are offered.