Does Buyer Experience Pay Off? Evidence from eBay

Genti Kostandini, Elton Mykerezi, Eftila Tanellari, Nour M. Dib

Research output: Contribution to journalArticlepeer-review

3 Scopus citations

Abstract

This study explores the relationship between buyer experience and final price in Internet auctions for a homogenous product. We find that more experienced buyers are able to purchase a homogenous product at lower prices, on average, compared to relatively less experienced buyers. The findings are robust to how we account for instances when auctions fail to result in a sale or when they end via the "Buy it Now" option. This result supports findings from the experimental auction literature on auction performance and experience using real auction data.

Original languageEnglish (US)
Pages (from-to)253-265
Number of pages13
JournalReview of Industrial Organization
Volume39
Issue number3
DOIs
StatePublished - Nov 1 2011

Keywords

  • Buyer behavior
  • Buyer experience
  • Internet auctions
  • Price

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