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"Buy-It-Now" or "Sell-It-Now" Auctions: Effects of Changing Bargaining Power in Sequential Trading Mechanisms

Author

Listed:
  • Tim Grebe
  • Radosveta Ivanova-Stenzel
  • Sabine Kröger

Abstract

We study experimentally the effect of bargaining power in two sequential mechanisms that offer the possibility to trade at a fixed price before an auction. In the “Buy-It-Now” format, the seller has the bargaining power and offers a price prior to the auction; whereas in the “Sell-It-Now” format, it is the buyer. Both formats are extensively used in online and offline markets. Despite very different strategic implications for buyers and sellers, results from our experiment suggest no effects of bargaining power on aggregate outcomes. There is, however, substantial heterogeneity within sellers. Sellers who ask for high prices not only benefit from having the bargaining power but also earn revenue above those expected in the auction.

Suggested Citation

  • Tim Grebe & Radosveta Ivanova-Stenzel & Sabine Kröger, 2015. ""Buy-It-Now" or "Sell-It-Now" Auctions: Effects of Changing Bargaining Power in Sequential Trading Mechanisms," CESifo Working Paper Series 5666, CESifo.
    • Handle: RePEc:ces:ceswps:_5666
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    References listed on IDEAS

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    7. Guth, Werner & Ivanova-Stenzel, Radosveta & Wolfstetter, Elmar, 2005. "Bidding behavior in asymmetric auctions: An experimental study," European Economic Review, Elsevier, vol. 49(7), pages 1891-1913, October.
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    Cited by:

    1. Ivanova-Stenzel, Radosveta & Grebe, Tim & Kröger, Sabine, 2019. "How do sellers benefit from Buy-It-Now prices in eBay auctions?," VfS Annual Conference 2019 (Leipzig): 30 Years after the Fall of the Berlin Wall - Democracy and Market Economy 203606, Verein für Socialpolitik / German Economic Association.
    2. Björn Bartling & Tobias Gesche & Nick Netzer, 2017. "Does the absence of human sellers bias bidding behavior in auction experiments?," Journal of the Economic Science Association, Springer;Economic Science Association, vol. 3(1), pages 44-61, July.
    3. May Truong & Alok Gupta & Wolfgang Ketter & Eric van Heck, 2022. "Buyers’ Strategic Behavior in B2B Multichannel Auction Markets: When an Online Posted Price Channel Is Incorporated into a Dutch Auction System," Information Systems Research, INFORMS, vol. 33(4), pages 1344-1367, December.

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    More about this item

    Keywords

    Buy-It-Now price; Sell-It-Now price; private value auction; single item auction; sequential selling mechanism; fixed price;
    All these keywords.

    JEL classification:

    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D44 - Microeconomics - - Market Structure, Pricing, and Design - - - Auctions
    • D82 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Asymmetric and Private Information; Mechanism Design

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