The Effect of Explicit Reference Points on Consumer Choice and Online Bidding Behavior

By Utpal M. Dholakia, Itamar Simonson. 2005

126 citations recorded by the source corpus.

Subfields: Economics and Econometrics, General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/18a84421749037e56fa1114d9ede6e11b6ebb217

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Economics and Econometrics

1. Richard Engelbrecht-Wiggans
2. Elena Katok
3. Ernan Haruvy
4. Utpal M. Dholakia
5. Xinlei Chen

In General Decision Sciences

1. Richard Engelbrecht-Wiggans
2. Elena Katok
3. Ernan Haruvy
4. Utpal M. Dholakia
5. R. Zhu
6. Xinlei Chen

In Marketing

1. Richard Engelbrecht-Wiggans
2. Elena Katok
3. René Algesheimer
4. Ernan Haruvy
5. Utpal M. Dholakia
6. R. Zhu
7. Xinlei Chen
8. Richard P. Bagozzi

Citations in the corpus

• A Comparison of Buyer-Determined and Price-Based Multiattribute Mechanisms (2007, background): “The entire history of past winning prices and qualities in the session was also provided for explicit reference points ( Dholakia and Simonson 2005 ).”
• Marketing in Computer-Mediated Environments: Research Synthesis and New Directions (2014, unknown): “Bidding behavior is less aggressive when consumers encounter comparative reference price information in online auctions (Dholakia and Simonson 2005; Kamins, Drèze, and Folkes 2004).”
• Does Online Community Participation Foster Risky Financial Behavior? (2012, background): “bids on the same item by a bidder has been shown to be indicative of “bidding frenzy” (Häubl and PopkowskiLeszczyc 2003) and is associated with more risk-seeking tendencies (Dholakia and Simonson 2005).”