Abstract
The diffusion of digital technologies has been transforming the agriculture sector. Sellers and buyers are increasingly adopting more complex multichannel systems where multiple trading mechanisms are incorporated. This study examines how price and quantity information of an online posted channel (or so-called pre-sales) can influence the performance of a multichannel B2B Dutch auction system. The pre-sales channel runs before the auction and can offer additional cues for buyers prior to their biddings. We find evidence that posted price and quantity information in the pre-sales can positively influence the auction prices. In addition, we investigate the combined effects of these information cues based on which we offer an answer to an interesting yet essential question: Is it better to sell at high prices in the pre-sales or to sell more at discount prices? Consequently, both theoretical and practical implications are provided.
| Original language | English |
|---|---|
| Title of host publication | International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive |
| Subtitle of host publication | Blending the Local and the Global |
| Publisher | Association for Information Systems |
| ISBN (Electronic) | 9781733632553 |
| Publication status | Published - 2021 |
| Event | 2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020 - Virtual, Online, India Duration: 13 Dec 2020 → 16 Dec 2020 |
Publication series
| Series | International Conference on Information Systems, ICIS 2020 - Making Digital Inclusive: Blending the Local and the Global |
|---|
Conference
| Conference | 2020 International Conference on Information Systems - Making Digital Inclusive: Blending the Local and the Global, ICIS 2020 |
|---|---|
| Country/Territory | India |
| City | Virtual, Online |
| Period | 13/12/20 → 16/12/20 |
Bibliographical note
Publisher Copyright:© ICIS 2020. All rights reserved.