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Evaluating the emotional bidding framework: new evidence from a decade of neurophysiology

Author

Listed:
  • Marc T. P. Adam

    (University Drive ES214)

  • Jan Krämer

    (University of Passau)

Abstract

Ten years ago the “emotional bidding framework” (Adam et al., Electronic Markets, 21(3), 197–207, 2011b) was published in this journal. It provided a conceptualization for the role of human emotion in electronic auctions along six propositions on how emotions emerge during the auction process and affect auction outcomes. While the framework emphasized the importance of immediate emotional responses and momentary changes in the bidders’ emotional state, the original article did not include an evaluation of its propositions given the limited data on how bidders experience emotions in the moment that they occur. Ten years on, advances in the growing research field of NeuroIS allow to evaluate the propositions based on neurophysiological evidence. As a rejoinder of the original article, the present paper synthesizes these insights, refines the framework further, and identifies fruitful areas for future research based on remaining gaps in the body of knowledge.

Suggested Citation

  • Marc T. P. Adam & Jan Krämer, 2022. "Evaluating the emotional bidding framework: new evidence from a decade of neurophysiology," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(3), pages 1529-1540, September.
    • Handle: RePEc:spr:elmark:v:32:y:2022:i:3:d:10.1007_s12525-022-00555-x
    DOI: 10.1007/s12525-022-00555-x
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    References listed on IDEAS

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    1. Bridget Satinover Nichols & Daniel J. Flint, 2010. "'That item is mine!' Consumer competitiveness and need for control: a study of internet auction bidding," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 3(3), pages 261-292.
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    3. Yixin Lu & Alok Gupta & Wolfgang Ketter & Eric van Heck, 2019. "Dynamic Decision Making in Sequential Business-to-Business Auctions: A Structural Econometric Approach," Management Science, INFORMS, vol. 65(8), pages 3853-3876, August.
    4. McAfee, R Preston & McMillan, John, 1987. "Auctions and Bidding," Journal of Economic Literature, American Economic Association, vol. 25(2), pages 699-738, June.
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    6. Adam, Marc T.P. & Astor, Philipp J. & Krämer, Jan, 2016. "Affective Images, Emotion Regulation and Bidding Behavior: An Experiment on the Influence of Competition and Community Emotions in Internet Auctions," Journal of Interactive Marketing, Elsevier, vol. 35(C), pages 56-69.
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    8. Anuja Hariharan & Marc Thomas Philipp Adam & Timm Teubner & Christof Weinhardt, 2016. "Think, feel, bid: the impact of environmental conditions on the role of bidders’ cognitive and affective processes in auction bidding," Electronic Markets, Springer;IIM University of St. Gallen, vol. 26(4), pages 339-355, November.
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    More about this item

    Keywords

    Auctions; Auction Fever; NeuroIS;
    All these keywords.

    JEL classification:

    • D44 - Microeconomics - - Market Structure, Pricing, and Design - - - Auctions
    • L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce

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