Towards a competitive arousal model of decision-making: A study of auction fever in live and Internet auctions

By Gillian Ku, Deepak Malhotra, J. Murnighan. 2005

352 citations recorded by the source corpus.

Subfields: General Decision Sciences, Safety Research, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/585b8ab705373ad696f35b9f648f9e6bc4e70237

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Citations in the corpus

Modeling On-Line Art Auction Dynamics Using Functional Data Analysis (2006, background): “le by the auction house, characteristics of the bidders (number of lots; value and type of art bought before) can be incorporated, which will enrich the FDA models further. Ku, Malhotra and Murnighan [18] found what they called competitive arousal or auction fever in several auctions that they studi”
The desire to win: The effects of competitive arousal on motivation and behavior (2010, background): “The competitive arousal model extends this logic to the domain of competitive interactions, where arousal based on rivalry, time pressure, and audience effects can trigger the desire to win (Ku et al., 2005).”
Reflective and Impulsive Determinants of Consumer Behavior (2006, background): “Lang, P. J. (1995). The emotion probe-Studies of motivation and attention.”
The promise and peril of self-affirmation in de-escalation of commitment (2008, background): “Referred to as escalation of commitment (Staw, 1976), this bias has been shown to influence decisions involving military involvement in war (Lipshitz, 1995), auctions (Ku, Galinsky, & Murnighan, 2006; Ku, Malhotra, & Murnighan, 2005 ), financial investments (Ross & Staw, 1986), and human resource a”
Late and multiple bidding in second price Internet auctions: Theory and evidence concerning different rules for ending an auction (2006, background): “In this view, bidding less than one’s true value in a private value auction is an error, and the observed behavior might primarily be due to naive, inexperienced, or plain irrational behavior (see, e.g., Wilcox, 2000, for this view of eBay auctions, and Ku, Malhotra and Murnighan, 2005, who also c”
Possession, feelings of ownership and the endowment effect (2007, background): “For example, future research could examine the role of subjective ownership in the escalation of commitment to failing projects (Staw, 1976) and failure to disregard sunk costs (Arkes & Blumer, 1985), which may well involve decision makers’ subjective ownership of a project and a resulting feeling t”
The Psychology of Rivalry: A Relationally Dependent Analysis of Competition (2010, background): “Examples include Boston Scientific's costly acquisition of Guidant and the general tendency for bidders to exceed their preauction limits when facing fewer competitors (Ku et al., 2005).”
Whatever It Takes to Win: Rivalry Increases Unethical Behavior (2016, background): “First, we extend existing work on rivalry, which suggests that it fosters greater motivation and effort (Kilduff, 2014; Kilduff, Elfenbein, & Staw, 2010; Ku et al., 2005; Malhotra, 2010), by exploring its “dark side.”
The Role of the Beneficiary in Willingness to Pay for Socially Responsible Products: A Meta-Analysis (2014, neutral): “(Ku, Galinsky, and Murnighan 006; Ku, Malhotra, and Murnighan 2005).”