E-Business and Management Science: Mutual Impacts (Part 1 of 2)
Management Science
ICEC '05 Proceedings of the 7th international conference on Electronic commerce
Online Haggling at a Name-Your-Own-Price Retailer: Theory and Application
Management Science
Analyzing the Simultaneous Use of Auctions and Posted Prices for Online Selling
Manufacturing & Service Operations Management
Optimal Multi-Channel Delivery of Expertise: An Economic Analysis
International Journal of Electronic Commerce
Price Comparison and Price Dispersion: Products and Retailers at Different Internet Maturity Stages
International Journal of Electronic Commerce
Procurement models in the agricultural supply chain: A case study of online coffee auctions in India
Electronic Commerce Research and Applications
Reverse pricing model in supply chains: the impact of price elasticities
Proceedings of the 10th international conference on Electronic commerce
Price Comparison and Price Dispersion: Products and Retailers at Different Internet Maturity Stages
International Journal of Electronic Commerce
Overcoming Online Information Privacy Concerns: An Information-Processing Theory Approach
Journal of Management Information Systems
A Temporary Monopolist: Taking Advantage of Information Transparency on the Web
Journal of Management Information Systems
A Pooling Analysis of Two Simultaneous Online Auctions
Manufacturing & Service Operations Management
Optimizing price levels in e-commerce applications with respect to customer lifetime values
Proceedings of the 11th International Conference on Electronic Commerce
Interfaces
Applying experimental online auctions in marketing research for multi-channel firms
Expert Systems with Applications: An International Journal
The “I Designed It Myself” Effect in Mass Customization
Management Science
Measuring Risk Aversion in a Name-Your-Own-Price Channel
Decision Analysis
Managing information diffusion in Name-Your-Own-Price auctions
Decision Support Systems
Optimal Reverse-Pricing Mechanisms
Marketing Science
Tabulated decision aids and airfare pricing
Electronic Commerce Research and Applications
Bidding strategies in online single-unit auctions: Their impact and satisfaction
Information and Management
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We study the offers submitted by consumers to a large Name-Your-Own-Price (NYOP) online retailer. A distinctive feature of this retailer is that it allows consumers to repeatedly submit offers on one and the same product. While consumers could identify the threshold price (the minimum price for which the retailer is willing to sell) by incrementing their offer in small steps in each consecutive round, such a strategy would require them to go through many additional online transactions. We define frictional cost as the disutility that the consumer experiences when conducting an online transaction, such as submitting an offer. Thus, in our setting, consumers trade off a direct financial value (lower price) for frictional costs. Based on a consumer choice model capturing this trade-off, we use the observed consumer behavior to reconstruct the frictional cost parameters for the consumers in our sample. We show that, perhaps contrary to the general wisdom, frictional costs in electronic markets are substantial, with median values ranging from EUR 3.54 for a portable digital music player (MP3) to EUR 6.08 for a personal digital assistant (PDA). We find that consumers who have gathered experience with the NYOP channel in previous transactions exhibit lower frictional costs than consumers who use the channel for the first time. Surprisingly, sociodemographic variables do not help to explain the variation in frictional costs.