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

Research output: Chapter in Book/Report/Conference proceedingConference 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 languageEnglish (US)
Title of host publicationInternational Conference on Information Systems, ICIS 2020 - Making Digital Inclusive
Subtitle of host publicationBlending the Local and the Global
PublisherAssociation for Information Systems
ISBN (Electronic)9781733632553
StatePublished - 2021
Event2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020 - Virtual, Online, India
Duration: Dec 13 2020Dec 16 2020

Publication series

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

Conference

Conference2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020
Country/TerritoryIndia
CityVirtual, Online
Period12/13/2012/16/20

Bibliographical note

Publisher Copyright:
© ICIS 2020. All rights reserved.

Keywords

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

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