An integrated model exploring sellers' strategies in eBay auctions

Abstract This paper presents the results of a field study conducted to elucidate critical factors that determine sellers’ net revenue in Internet auctions. Using two datasets of Internet auctions, one dataset for auctions of a DVD (N = 378) and one for auctions of an MP3 player (N = 412), we conduct multiple regression analysis to determine the impact of 10 seller-controlled variables on sellers’ net revenue. We find at least partial support for all of our 13 hypotheses. Keywords Internet auction · Auctions · Electronic commerce · Seller strategies

• Type: Journal
• Year: 2007
• Where: ECR
• Authors: Jaeki Song, Jeff Baker
• Keywords: Auctions, ECR 2007, Internet Auction, Net Revenue