Channel coordination and quantity discounts
Management Science
Can online auctions beat online catalogs?
ICIS '99 Proceedings of the 20th international conference on Information Systems
Optimal Design of Internet-Based Auctions
Information Technology and Management
A theoretical and empirical investigation of multi-item on-line auctions
Information Technology and Management
Optimal Dynamic Auctions for Revenue Management
Management Science
A Supplier's Optimal Quantity Discount Policy Under Asymmetric Information
Management Science
Frictionless Commerce? A Comparison of Internet and Conventional Retailers
Management Science
Analysis and Design of Business-to-Consumer Online Auctions
Management Science
Group Buying on the Web: A Comparison of Price-Discovery Mechanisms
Management Science
Managing Online Auctions: Current Business and Research Issues
Management Science
The Impact of Information in Electronic Auctions: An Analysis of Buy-It-Now Auctions
HICSS '06 Proceedings of the 39th Annual Hawaii International Conference on System Sciences - Volume 08
Comparison of the group-buying auction and the fixed pricing mechanism
Decision Support Systems
Stockout Compensation: Joint Inventory and Price Optimization in Electronic Retailing
INFORMS Journal on Computing
Analyzing the Simultaneous Use of Auctions and Posted Prices for Online Selling
Manufacturing & Service Operations Management
Journal of Management Information Systems
Economics and Electronic Commerce: Survey and Directions for Research
International Journal of Electronic Commerce
Journal of Management Information Systems
Online Auction and List Price Revenue Management
Management Science
Temporary and Permanent Buyout Prices in Online Auctions
Management Science
Should we collude? Analyzing the benefits of bidder cooperation in online group-buying auctions
Electronic Commerce Research and Applications
Bidder's strategy under group-buying auction on the Internet
IEEE Transactions on Systems, Man, and Cybernetics, Part A: Systems and Humans
Combinatorial Coalition Formation for multi-item group-buying with heterogeneous customers
Decision Support Systems
Consumer adoption of group-buying auctions: an experimental study
Information Technology and Management
Information Systems Frontiers
Assessing the benefits of group-buying-based combinatorial reverse auctions
Electronic Commerce Research and Applications
An empirical study on quality uncertainty of products and social commerce
Proceedings of the 13th International Conference on Electronic Commerce
Do starting and ending effects in fixed-price group-buying differ?
Electronic Commerce Research and Applications
The role of sunk costs in online consumer decision-making
Electronic Commerce Research and Applications
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Demand uncertainty is a key factor in a seller's decision-making process for products sold through online auctions. We explore demand uncertainty in group-buying auctions in terms of the extent of low-valuation demand and high-valuation demand. We focus on the analysis of a monopolistic group-buying retailer that sells products to consumers who express different product valuations. We also examine the performance of a group-buying seller who faces competitive posted-price sellers in a market for the sale of the same products, under similar assumptions about uncertain demand. Based on a Nash equilibrium analysis of bidder strategies for both of these seller-side competition structures, we are able to characterize the group-buying auction bidders' dominant strategies. We obtained a number of interesting findings. Group-buying is likely to be more effective in settings where there is larger low-valuation demand than high-valuation demand. The structure of demand matters. This finding has relevance to the marketplace for new cameras, next-generation microprocessors and computers, and other high-valuation goods, which are unlikely to be as effectively sold in group-buying markets. We obtained additional results for the case of continuous demand, and find that there is a basis for the seller to improve revenues via effective group-buying auction price curve design.