Does the Internet Promote Better Consumer Decisions? The Case of Name-Your-Own-Price Auctions

Journal of Marketing, Vol. 70, No. 1, pp. 65-78, January 2006

14 Pages Posted: 23 May 2006

See all articles by Martin Spann

Martin Spann

Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)

Gerard J. Tellis

University of Southern California - Marshall School of Business, Department of Marketing

Abstract

The Internet has enabled consumers to make more informed decisions more conveniently with apparently more efficient price-clearing mechanisms than was available before its advent. One such mechanism is the name-your own-price auction. The authors study the extent to which decisions made in such an auction are rational in relation to an economic model. The results from two independent markets show that a large number of consumers do not exhibit rational decision making.

Keywords: Internet Auctions, Pricing

Suggested Citation

Spann, Martin and Tellis, Gerard J., Does the Internet Promote Better Consumer Decisions? The Case of Name-Your-Own-Price Auctions. Journal of Marketing, Vol. 70, No. 1, pp. 65-78, January 2006, Available at SSRN: https://ssrn.com/abstract=903894

Martin Spann

Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) ( email )

Ludwigstr. 28
Munich, 80539
Germany

Gerard J. Tellis (Contact Author)

University of Southern California - Marshall School of Business, Department of Marketing ( email )

Hoffman Hall 701
Los Angeles, CA 90089-0443
United States
213-740-5031 (Phone)
213-740-7828 (Fax)

HOME PAGE: http://gtellis.net

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