Publication Type

Conference Proceeding Article

Version

publishedVersion

Publication Date

1-2014

Abstract

This article presents an evaluation approach foralternative electronic market designs and examines theimpact of competitive arousal under time pressure onmarket performance in a group-buying setting. Drawingon theory from economics, decision theory, andinformation systems, we present a competitive arousalmodel for a social buying setting that posits thatintroducing competitive arousal among buyers reducesbuyer profits and that social facilitation can mitigate thesecosts through better task completion and time tocompletion rates. Using an economic experiment, wefound that rivalry has a negative effect on buyer profitsbut also that competitive arousal increases the efficiencyof social facilitation in terms of group formation. Wediscuss the implications of these results.

Keywords

Experimental economics, competitive arousal, group buying, group coordination, social shopping.

Discipline

Computer and Systems Architecture | Digital Communications and Networking

Publication

Proceedings of 47th Annual Hawaii International Conference on System Sciences, Waikoloa, 2014 January 6-9

First Page

4148

Last Page

4157

ISBN

9781479925049/14

Identifier

10.1109/HICSS.2014.512

Publisher

IEEE

City or Country

Waikoloa

Additional URL

https://doi.org/10.1109/HICSS.2014.512

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