Counting your customers: who are they and what will they do next?
Management Science
Modeling competitive bidding: a critical essay
Management Science
Mailing decisions in the catalog sales industry
Management Science
Implications of the Bidders' Arrival Process on the Design of Online Auctions
HICSS '00 Proceedings of the 33rd Hawaii International Conference on System Sciences-Volume 6 - Volume 6
Replicating Online Yankee Auctions to Analyze Auctioneers' and Bidders' Strategies
Information Systems Research
Managing Online Auctions: Current Business and Research Issues
Management Science
Jump Bidding Strategies in Internet Auctions
Management Science
Adaptive mechanism design: a metalearning approach
ICEC '06 Proceedings of the 8th international conference on Electronic commerce: The new e-commerce: innovations for conquering current barriers, obstacles and limitations to conducting successful business on the internet
Price formation and its dynamics in online auctions
Decision Support Systems
Optimal Lot Sizing Policies For Sequential Online Auctions
IEEE Transactions on Knowledge and Data Engineering
When Rational Sellers Face Nonrational Buyers: Evidence from Herding on eBay
Management Science
The effects of shilling on final bid prices in online auctions
Electronic Commerce Research and Applications
Understanding Willingness-to-Pay Formation of Repeat Bidders in Sequential Online Auctions
Information Systems Research
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Retailers are increasingly exploiting sequential online auctions as an effective and low cost distribution channel for disposing large quantities of inventory. In such auction environments, bidders have the opportunity of participating in many auctions to learn and choose the bidding strategy that best fits their preferences. Previous studies have mostly focused on identifying bidding strategies in single, isolated online auctions. Using a large data set collected from sequential online auctions, we first characterize bidding strategies in this interesting online environment and then develop an empirical model to explain bidders' adoption of different strategies. We also examine how bidders change their strategies over time. Our findings challenge the general belief that bidders employ their strategies regardless of experience or their specific demand. We find that bidders' demand, participation experience, and auction design parameters affect their choice of bidding strategies. Bidders with unit demand are likely to choose early bidding strategies, while those with multiple unit demand adopt late bidding strategies. Auction design parameters that affect bidders' perception of demand and supply trends affect bidders' choice of bidding strategies. As bidders gain experience within a sequence of auctions, they start choosing late bidding strategies. Our findings help auctioneers to design auction sequences that maximize their objectives.