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

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Intelligent Decision Technologies (IDT 2017)

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

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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.

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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

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  1. Min Jung Ko
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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

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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

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

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-19856-9

  • Online ISBN: 978-3-319-19857-6

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