TY - GEN
T1 - Elimination by aspects in electronic commerce - Evidence from online marketplace and implications for empirical model specification
AU - Wang, Mohan
AU - Gu, Bin
AU - Ye, Qiang
PY - 2014/1/1
Y1 - 2014/1/1
N2 - Consumers often use heuristics in making online purchase decisions. The use of heuristics could have significant implications on empirical model specifications for ecommerce research. In this study, we consider the effect of decision heuristics in the context of the relationship between seller reputation and product sales in a large scale online marketplace. Our analysis suggests that the data are consistent with consumers' use of Elimination By Aspects (EBA), one of the most well-known heuristics in their purchase decisions. We propose a parsimonious non-linear regression model to account for this heuristic behavior.
AB - Consumers often use heuristics in making online purchase decisions. The use of heuristics could have significant implications on empirical model specifications for ecommerce research. In this study, we consider the effect of decision heuristics in the context of the relationship between seller reputation and product sales in a large scale online marketplace. Our analysis suggests that the data are consistent with consumers' use of Elimination By Aspects (EBA), one of the most well-known heuristics in their purchase decisions. We propose a parsimonious non-linear regression model to account for this heuristic behavior.
UR - http://www.scopus.com/inward/record.url?scp=84902282561&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=84902282561&partnerID=8YFLogxK
U2 - 10.1109/HICSS.2014.511
DO - 10.1109/HICSS.2014.511
M3 - Conference contribution
AN - SCOPUS:84902282561
SN - 9781479925049
T3 - Proceedings of the Annual Hawaii International Conference on System Sciences
SP - 4142
EP - 4147
BT - Proceedings of the 47th Annual Hawaii International Conference on System Sciences, HICSS 2014
PB - IEEE Computer Society
T2 - 47th Hawaii International Conference on System Sciences, HICSS 2014
Y2 - 6 January 2014 through 9 January 2014
ER -