Towards a Competitive Arousal Model of Decision-Making¶
Ku, G., Malhotra, D., & Murnighan, J. K. (2005). Towards a Competitive Arousal Model of Decision-Making: A Study of Auction Fever in Live and Internet Auctions. Organizational Behavior and Human Decision Processes, 96(2), 89-103.
Cited by¶
1 citation across 1 artifact.
Each citation links to the sentence it supports in the citing article.
Mechanisms¶
- Reserve Price or Walkaway Limit
- Corrected valuations, premortems, and shading rules all inform a decision made before the contest; the walkaway limit is what carries that decision into the contest, where competitive arousal and escalation of commitment would otherwise override it.
This sourceShows that competitive arousal can impair auction decision-making.
- Corrected valuations, premortems, and shading rules all inform a decision made before the contest; the walkaway limit is what carries that decision into the contest, where competitive arousal and escalation of commitment would otherwise override it.
Verification¶
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Registry ID ref:910c0475e1e9 · see in the full table