The impact of price and quantity information of an online pre-sales channel on Dutch auctions performance

Huong May Truong; Wolfgang Ketter; Alok Gupta; Eric van Heck

The impact of price and quantity information of an online pre-sales channel on Dutch auctions performance

Huong May Truong, Wolfgang Ketter, Alok Gupta, Eric van Heck

Administration (CSOM)

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution

Abstract

The diffusion of digital technologies has been transforming the agriculture sector. Sellers and buyers are increasingly adopting more complex multichannel systems where multiple trading mechanisms are incorporated. This study examines how price and quantity information of an online posted channel (or so-called pre-sales) can influence the performance of a multichannel B2B Dutch auction system. The pre-sales channel runs before the auction and can offer additional cues for buyers prior to their biddings. We find evidence that posted price and quantity information in the pre-sales can positively influence the auction prices. In addition, we investigate the combined effects of these information cues based on which we offer an answer to an interesting yet essential question: Is it better to sell at high prices in the pre-sales or to sell more at discount prices? Consequently, both theoretical and practical implications are provided.

Original language	English (US)
Title of host publication	International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive
Subtitle of host publication	Blending the Local and the Global
Publisher	Association for Information Systems
ISBN (Electronic)	9781733632553
State	Published - 2021
Event	2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020 - Virtual, Online, India Duration: Dec 13 2020 → Dec 16 2020

Publication series

Name	International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global

Conference

Conference	2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020
Country/Territory	India
City	Virtual, Online
Period	12/13/20 → 12/16/20

Bibliographical note

Publisher Copyright:
© ICIS 2020. All rights reserved.

Keywords

Auctions
E-commerce
Information Signal
Information revelation
Multichannel
Posted price
Sequential B2B Auctions
Smart market

OpenUrl availability

Full text

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Truong, H. M., Ketter, W., Gupta, A., & van Heck, E. (2021). The impact of price and quantity information of an online pre-sales channel on Dutch auctions performance. In International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global (International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global). Association for Information Systems.

The impact of price and quantity information of an online pre-sales channel on Dutch auctions performance. / Truong, Huong May; Ketter, Wolfgang; Gupta, Alok et al.
International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global. Association for Information Systems, 2021. (International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution

Truong, HM, Ketter, W, Gupta, A & van Heck, E 2021, The impact of price and quantity information of an online pre-sales channel on Dutch auctions performance. in International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global. International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global, Association for Information Systems, 2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020, Virtual, Online, India, 12/13/20.

Truong HM, Ketter W, Gupta A, van Heck E. The impact of price and quantity information of an online pre-sales channel on Dutch auctions performance. In International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global. Association for Information Systems. 2021. (International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global).

Truong, Huong May ; Ketter, Wolfgang ; Gupta, Alok et al. / The impact of price and quantity information of an online pre-sales channel on Dutch auctions performance. International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global. Association for Information Systems, 2021. (International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global).

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The impact of price and quantity information of an online pre-sales channel on Dutch auctions performance

Abstract

Publication series

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Bibliographical note

Keywords

OpenUrl availability

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