Skip to main content
SpringerLink
Log in

Argument Quality or Peripheral Cues: What Makes an Auction Deal Successful in eBay?

  • Conference paper
  • First Online:
Intelligent Decision Technologies (IDT 2017)

Part of the book series: Smart Innovation, Systems and Technologies ((SIST,volume 39))

Included in the following conference series:

Abstract

Recently, in this online business environment, there are magnificent advancement and growth of online auction, representatively in eBay. The cause of this advancement is a kind of consumer experience that the excitement of winning a product is happier rather than simply buying it. In relation to these situations, there are many business models about online auction process. These studies were not based on actual data and focused mostly on individual cases and specific factors including the starting price of a transaction, the bidder number, bidder and seller behavior in the auction market, and the online auction strategy. This fragmented approach made understanding the whole picture of online auctions difficult. Also, there is no study addressing online auction from the perspective of the communication between bid-takers and bid-makers in which informational influence plays an important role. To fill this gap, this study takes a holistic view by defining the online auction process as an integrated persuasion process. We are going to study Argument quality and Peripheral cues that make an Auction deal successful in eBay and we got the sold data from the web crawling in eBay so that we analyzed what factors make an Auction deal successful in eBay. As a result, auction success is strong the affects of the central route than peripheral route. Our findings provide additional insights in design for internet auction system and offers findings based on actual auction data that can be compared with those of the modeling approach.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 129.00
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 169.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 169.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

References

  1. Agarwal, R., Venkatesh, V.: Assessing a firm’s Web presence: a heuristic evaluation procedure for the measurement of usability. Inf. Syst. Res. 13(2), 168–186 (2002)

    Article  Google Scholar 

  2. Batra, R., Michael L.R.: How advertising works at contact. In: Alwitt L.F., Mitchell, A.A. (eds.) Psychological Processes and Advertising Effect, Lawrence Erlbaum Associates, Hillsdale, NJ (1985). Buschke, L.: The basics of building a great Web site. Training Dev. 51(7), 46–48 (1997)

    Google Scholar 

  3. Ba, S., Pavlou, P.A.: Evidence of the effect of trust building technology in electronic markets: price premiums and buyer behavior. MIS Q. 26(3), 243–268 (2002)

    Article  Google Scholar 

  4. Ba, S., Whinston, A.B., Zhang, H.: Building trust in online auction markets through an economic incentive mechanism. Decis. Support Syst. 35(3), 273 (2003)

    Google Scholar 

  5. Bapna, R., Goes, P., Gupta, A.: Analysis and design of business-to-consumer online auctions. Manage. Sci. 49(1), 85–101 (2003)

    Google Scholar 

  6. Bapna, R., Goes, P., Gupta, A.: Replicating online Yankee auctions to analyze auctioneers’ and bidders’ strategies. Inform. Syst. Res. 14(3), pp. 244–268 (2003)

    Google Scholar 

  7. Chaiken, S.: Heuristic versus systematic information processing and the use of source versus message cues in persuasion. J. Pers. Soc. Psychol. 39(5), 752–766 (1980)

    Article  Google Scholar 

  8. Chaiken, S., Eagly, A.H.: Communication modality as a determinant of message persuasiveness and message comprehensibility. J. Pers. Soc. Psychol. 34, 605–614 (1976)

    Article  Google Scholar 

  9. Chin, W.W.: The partial least squares approach to structural equation modeling. Mod. Methods Bus. Res. 1976, 295–336 (1998)

    Google Scholar 

  10. Conklin, J.: Hypertext: an introduction and survey. IEEE Comput. Surv. 20(9), 17–41 (1987)

    Article  Google Scholar 

  11. Conti, T.: Vision 2000: Positioning the new ISO 9000 standards with respect to total quality management models. Total Qual. Manage. 10(4/5), S454–S464 (1999)

    Google Scholar 

  12. Crosby, P.B.: Quality is Free. McGraw-Hill, New York (1979)

    Google Scholar 

  13. DeLone, W.H., McLean, E.R.: Information systems success: the quest for the dependent variable. Inf. Syst. Res. 3(1), 61–95 (1992)

    Article  Google Scholar 

  14. Donthu, N., Garcia, A.: The Internet shopper. J Advertising Res. 39(3), 52–58 (1999)

    Google Scholar 

  15. Hoffman, L., Novak, T.P.: A new marketing paradigm for electronic commerce. Inf. Soc. 13(1), 43–54 (1997)

    Article  Google Scholar 

  16. Fornell, C., Larcker, D.: Evaluating structural equation models with unobservable variables and measurement error. J. Advertising Res. 39(3), 52–58 (1999)

    Google Scholar 

  17. Holbrook, M.B., Hirschman, E.C.: The experiential aspects of consumption: consumer fantasies, feelings, and fun. J. Mark. Res. 18, 39–50 (1981)

    Article  Google Scholar 

  18. Hulland, J.: Use of partial least squares (PLS) in strategic management research: a review of four recent studies. Strateg. Manage. J. 20, 195–204 (1999)

    Google Scholar 

  19. Iivari, J., Koskela, E.: The PIOCO model for information systems design. MIS Q. 11(3), 401–419 (1987)

    Article  Google Scholar 

  20. ISO-Document-8402: Quality Vocabulary, ISO Document 8402, International Standards Office (1986)

    Google Scholar 

  21. Juran, J.M.: Quality Control Handbook. McGraw-Hill, New York (1979)

    Google Scholar 

  22. Keeney, R.L.: The value of Internet commerce to the customer. Manage. Sci. 45(4), 533–542 (1999)

    Google Scholar 

  23. Klobas, J.E.: Beyond information quality: fitness for purpose and electronic information resource use. J. Inf. Sci. 21(2), 95–114 (1995)

    Article  Google Scholar 

  24. Liu, C., Kirk P.A.: Exploring the factors associated with Web site success in the context of electronic commerce. Inf. Manage. 38(1), 23–34 (2000)

    Google Scholar 

  25. Liu, C., Arnett, K.P., Capella, L.M., Beatty, R.C.: Web sites of the Fortune 500 companies: facing customers through home pages. Inf. Manage. 31(6), 335–345 (1997)

    Article  Google Scholar 

  26. Lucarella, D., Zanzi, A.: A visual retrieval environment for hypermedia information systems. ACM Trans. Inf. Syst. 14(1), 3–29 (1996)

    Article  Google Scholar 

  27. Miller, H.: The multiple dimensions of information quality. Inf. Syst. Manage. 13(2), 79–82 (1996)

    Article  Google Scholar 

  28. Nielsen, J.: Designing Web Usability: The Practice of Simplicity. New Riders Publishing, Indianapolis (2000)

    Google Scholar 

  29. Nelson, P.: Information and consumer behavior. J. Polit. Econ. 17(4), 311–329 (1970)

    Article  Google Scholar 

  30. Nelson, P.: Advertising as information. J. Polit. Econ. 81(4), 729–754 (1974)

    Article  Google Scholar 

  31. O’Brien, J.A.: Management Information Systems: Managing Information Technology in the Networked Enterprise. Irwin, Boston (1996)

    Google Scholar 

  32. OED.com: Oxford English Dictionary, http://dictionary.oed.com/ (1989)

  33. Palmer, J.W.: Web site usability, design, and performance metrics. Inf. Syst. Res. 13(2), 151–167 (2002)

    Article  Google Scholar 

  34. Paulo, F.B., Masiero, P.C., de Oliveira, M.C.F.: Hypercharts: extended state charts to support hypermedia specification. IEEE Trans. Softw. Eng. 25(1), 33–49 (1999)

    Google Scholar 

  35. Peterson, R.A. Sridhar, B., Bart, J.B.: Exploring the implications of the Internet for consumer marketing. Acad. Mark. Sci. J. 25(4), 329–346 (1997)

    Google Scholar 

  36. Petty, R.E., Cacioppo, J.T.: The elaboration likelihood model of persuasion. Adv. Exp. Soc. Psychol. 19, 123–205 (1986)

    Google Scholar 

  37. Pinker, E.J., Seidmann, A., Vakrat, Y.: Managing online auctions: current business and research issues. Manage. Sci. 49(11), 1457–1484 (2003)

    Article  Google Scholar 

  38. Price, M.: What makes users revisit a Web site? Mark. News 12, Issue Number, March 17 1997

    Google Scholar 

  39. Rafaeli, S., Noy, A.: Online auctions, messaging, communication and social facilitation: a simulation and experimental evidence. Eur. J. Inf. Syst. 11(3), 196–207 (2002)

    Article  Google Scholar 

  40. Ranganathan, C. Shobha G.: Key dimensions of business-to-consumer Web sites. Inf. Manage. 39(6), 457–465 (2002)

    Google Scholar 

  41. Strong, D.M., Lee, Y.W., Wang, R.Y.: Data quality in context. Commun. ACM 40(5), 103–110 (1997)

    Google Scholar 

  42. Subramaniam, C., Shaw, M.J., Gardner, D.M.: Product marketing and channel management in electronic commerce. Inf. Syst. Frontiers 1(4), 363–379 (2000)

    Article  Google Scholar 

  43. Torkzadeh, G., Dhillon, G.: Measuring factors that influence the success of Internet commerce. Inf. Syst. Res. 13(2), 187–204 (2002)

    Article  Google Scholar 

  44. Webster’s: Webster’s New World Dictionary, Webster’s New World Dictionary, New York (1991)

    Google Scholar 

Download references

Acknowledgments

The author would like to thanks Professor Yong Jin Kim for helpful comments and ideas on earlier drafts of this paper.

Author information

Authors and Affiliations

  1. Computer Science Institute, Dongguk University, Seoul, South Korea

    Min Jung Ko

  2. Graduate School of Business, Sogang University, Seoul, South Korea

    Yong Jin Kim

Authors
  1. Min Jung Ko
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Yong Jin Kim
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Yong Jin Kim .

Editor information

Editors and Affiliations

  1. FCT, Universidade Nova de Lisboa, Caparica, Portugal

    Rui Neves-Silva

  2. Faculty of Education, Science, Technology and Mathematics, University of Canberra, Canberra, Australia

    Lakhmi C. Jain

  3. KES International, Shoreham-by-sea, United Kingdom

    Robert J. Howlett

Rights and permissions

Reprints and permissions

Copyright information

© 2015 Springer International Publishing Switzerland

About this paper

Cite this paper

Ko, M.J., Kim, Y.J. (2015). Argument Quality or Peripheral Cues: What Makes an Auction Deal Successful in eBay?. In: Neves-Silva, R., Jain, L., Howlett, R. (eds) Intelligent Decision Technologies. IDT 2017. Smart Innovation, Systems and Technologies, vol 39. Springer, Cham. https://doi.org/10.1007/978-3-319-19857-6_32

Download citation

  • DOI: https://doi.org/10.1007/978-3-319-19857-6_32

  • Published:

  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-19856-9

  • Online ISBN: 978-3-319-19857-6

  • eBook Packages: EngineeringEngineering (R0)

Publish with us

Policies and ethics

Search

Navigation