Stephen darori dynamic pricing
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1Prentice Hall, 2002
Chapter 9
Dynamic Pricing:Auctions and More
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2Prentice Hall, 2002
Learning Objectives
Define the various types of auctions and list their characteristicsDescribe the process of conducting forward and reverse auctionsDescribe the benefits and limitations of auctionsDescribe the various services that support auctionsDescribe the hazards of e-auction fraud and countermeasuresDescribe bartering and negotiatingAnalyze future directions and the role of m-commerce
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3Prentice Hall, 2002
Electronic Auctions in Action
Illustrative examples:C2B reverse auctions: DM&SB2C and C2C forward auctions: Dell ComputersC2C forward auctions: all of us at eBay
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4Prentice Hall, 2002
Figure 9-1A Dell Product in an Auction
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5Prentice Hall, 2002
Fundamentals of Dynamic Pricing and Auctions
Fundamentals Traditional auctions
Last only a few minutes (short decision making time) and sellers may not get highest priceBidders may not get what they want
Electronic auctionsLike offline auctions, performed on PCHost sites act like brokersBuyers may solicit offers from potential sellers
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6Prentice Hall, 2002
Fundamentals
Dynamic pricing refers to a commerce transaction in which prices are not fixed
Forms of dynamic pricing:NegotiationBargaining
Four major configurations depending upon how many buyers and sellers are involved:
One buyer, one sellerOne buyer, many potential buyersOne seller, one buyerOne seller, many potential buyers
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7Prentice Hall, 2002
Figure 9-2Types of Dynamic Pricing
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8Prentice Hall, 2002
Fundamentals
Dynamic pricing and auctions (cont.)English auctions (sequentially one item at a time)
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9Prentice Hall, 2002
Figure 9-3English Auction, Ascending Price
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10Prentice Hall, 2002
Fundamentals (cont.)
Dynamic pricing and auctions (cont.)Yankee auctions—multiple identical items with a minimum bidDutch auctions—multiple identical items starting at high price and moving lower
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11Prentice Hall, 2002
Figure 9-4Computerized Auction Clock
for Dutch Flower Auctions
Source: Used with permission of aquarius-flora.com.
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12Prentice Hall, 2002
Fundamentals (cont.)
Dynamic pricing and auctions (cont.)Free fall (declining price) auction
One item auctioned at a timePrice starts high and is reduced at fixed time intervals
One buyer, many potential sellersMany sellers, many buyers
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13Prentice Hall, 2002
Fundamentals (cont.)
Dynamic pricing and auctions (cont.)Sealed-bid first-price auction—silent auction, only one bid; item goes to highest bidderSealed-bid second-price auction—item awarded to highest bidder, but at second bid (Vickrey auction)
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14Prentice Hall, 2002
Benefits
Benefits to sellers:Increase revenues by broadening customer base and shortening cycle timeOptimal price settingDisintermediation—sellers gain more customer dollars by offering items directlyBetter customer relationships—buyers and sellers have more time to interact, creating customer loyaltyLiquidation—sellers liquidate large quantities of obsolete items very quickly
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15Prentice Hall, 2002
Benefits (cont.)
Benefits to buyers:Opportunities to find unique items and collectiblesChance to bargain—buyers can bid with seller for desired pricesEntertainment—interaction in auction can be entertaining and excitingAnonymity—3rd party allows buyer anonymityConvenience—buyers trade from anywhere (even cell phone)
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16Prentice Hall, 2002
Benefits (cont.)
Benefits to auctioneers:Higher repeat purchase—auction sites garner higher repeat-purchase rates than e-commerce B2C sitesMore “sticky” Web site (tendency of customers to stay at site longer and come back more often)Expansion of auction business—Manheim Auctions
Sell program cars as response to Japanese efforts to penetrate U.S. car auction business80,000 car dealers involvedProvide services to customers
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17Prentice Hall, 2002
Limitations
Possibility of fraudMay purchase a defective product buying sight unseenFraud rate is very high
Limited participationInvitation onlyOpen to dealers only
SecurityC2C auctions not necessarily secureB2B auctions conducted on highly secure private lines
SoftwareFew off-the-shelf packages that can handle auctions“Best practices” still being defined
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18Prentice Hall, 2002
Strategic uses of auctions and pricing mechanisms
Customers are attracted to e-auction markets because they provide greater liquidity than traditional onesEfficient way to find best price at electronic auctionsLow cost provision of exceptional levels of transparency of market to operation and product quality
Economic Impacts
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19Prentice Hall, 2002
Economic Impacts (cont.)
Strategic uses of auctions and pricing mechanisms (cont.)
E-auction markets are more efficient than traditional marketsE-auctions can provide services at low transaction costCustomers abandon a market that is not perceived as fairMust manage all aspects of trading activities from initiation to settlement and delivery
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20Prentice Hall, 2002
Economic Impacts (cont.)
Strategic uses of auctions and pricing mechanisms (cont.)
E-auction system must manage all aspect of trading activityDelay in price response causes greater potential for feedback loops and instabilitiesOrder-driven e-auction markets demand that markets clearly define when a sale has been made
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21Prentice Hall, 2002
Economic Impacts (cont.)
Impacts Auctions as a coordination mechanism—establish equilibrium in priceAuctions as a social mechanism to determine a price
Offer special items at a single timeAttract considerable attentionAuctions provide exposure of purchase and sale orders—liquidity
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22Prentice Hall, 2002
Economic Impacts (cont.)
Auctions as a highly visible distribution mechanism
Deals with special offersUse the mechanism to attract customers
Bargain huntersHave preference for gambling dimension of auction process
Auction as a component in e-commerce
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23Prentice Hall, 2002
Figure 9-6The Components of Auctions
Source: Modified from Klein (1997), p. 4.
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24Prentice Hall, 2002
Priceline model (priceline.com)Enables consumers to achieve significant savings by naming their own price for goods and services (C2B)Presents consumer offers to sellers who can fill the demand—if no success, customer ups the bid (type of reverse auction)Priceline uses its database of vendors’ minimum prices to match supply against requestsC2B reverse auction—vendors submit offers and lowest-priced vendor gets the job
“Name-Your-Own-Price” C2B Model
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25Prentice Hall, 2002
“Name-Your-Own-Price”C2B Model (cont.)
Other modelsSavvio.com—model for travelers
Real-time declining-price auctionFull disclosure of itinerary detailsDiscounted international and domestic air travel and cruise tickets
Asiatravel.com allows travelers to place an RFQ, then asks vendors to bid on it
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26Prentice Hall, 2002
Auction Process and Software Support
Phase 1: Searching and comparing auctions and their prices
Mega-searching and comparisonsAuctionWatch.com—directory of auction sitesInternetauctionlist.com—news about e-auctions and specialty auctions worldwideYahoo!’s auction list—400 auction-related linksBidder’s Edge—searches eBay, Yahoo, Amazon for specific itemsTurbobid—provides mega-search series that helps local bidders find items from a pool of e-action sites
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27Prentice Hall, 2002
Auction Process andSoftware Support (cont.)
Automated search servicesNotify buyers when items they are interested in are availableBuyers complete a simple form about the item
Browsing site categoriesDirectory of categories for buyers to browse—narrows their searchMay allow sorts by times auctions are held
DBasic and advanced searchingBuyers use search engines to look for a single term, multiple terms, key wordsAdvanced search requires a form to be filled out
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28Prentice Hall, 2002
Auction Process andSoftware Support (cont.)
Phase 2: Getting started at an auctionRegistration and profiling
Sellers and buyers register before entering the auction
NamesUser IdsPasswords
Buyers can check seller’s profileListing and promoting
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29Prentice Hall, 2002
Auction Process andSoftware Support (cont.)
Advertising wizard—helps users create attractive ads and auction postingsAuction assistant—helps create attractive auction listingsAuction eposter98—makes it simple to add pictures, program interacts with eBay
Auction wizard—auction-posting tool that saves cutting and pasting when uploading items for saleMister Lister on eBay— allows sellers to upload many items at a timeBulk Loader—seller can load several auctions into spreadsheet programs
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30Prentice Hall, 2002
Auction Process andSoftware Support (cont.)
PricingTo post an item for bidding, sellers must decide on:
Minimum bid amountBid incrementReserve price (lowest price seller is willing to accept)
Search past auctions and the transacted prices to provide a benchmark for buyer’s bidding strategy
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31Prentice Hall, 2002
Phase 3: The actual biddingBid watching and multiple biddings
Buyers visit the user page of an e-auction Web site at any time to check status of an auctionThey can review bids and auctionsTools provided in the U.S. to view bids across several auction sites
BidWatchBid MonitorEasyScreen Layout
Auction Process andSoftware Support (cont.)
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32Prentice Hall, 2002
Auction Process andSoftware Support (cont.)
Auto-snipping–the act of entering a bid during the very last seconds of an auction and outbidding the highest bidder
E-proxy bidding—software system bids on behalf of the buyers
Buyer determines the maximum bidPlace first bid manuallyProxy executes the bids keeping bids as low as possible
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33Prentice Hall, 2002
Auction Process andSoftware Support (cont.)
Phase 4: Post-auction follow-upPost auction notifications
Bidding notificationsEnd-of-auction noticesSeller noticesPostcards and thank-you notes
User communicationChat groupsMailing listsMessage boards
Feedback and rating
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34Prentice Hall, 2002
Auction Process andSoftware Support (cont.)
Phase 4: Post-auction follow-up (cont.)Pricing and billingPayment methods
Electronic transfer serviceEscrow serviceCredit-card payment
Shipping and postageInternet shippersInternet postage
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35Prentice Hall, 2002
Figure 9-7The Process of E-Auctions
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36Prentice Hall, 2002
Auction Process andSoftware Support (cont.)
Reverse price auction—lowest price a seller is willing to acceptVertical auction—specialized auctions know as “auction vortals”
Used in B2BMany auction sites specialize in one area
Bid retractionCancellation of a bid by a bidder, used only in special circumstancesBids are usually considered to be binding
Featured auctionsExtra exposure when listed on Web sitesSellers pay extra for this service
Additional terms and rules
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37Prentice Hall, 2002
Auctions on Private Networks
Pigs in Singapore and TaiwanConducted on private networks more than 10 yearsForward auction of pigs that are brought to a physical site while data is displayed to biddersComputers monitor bidder’s financial capability
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38Prentice Hall, 2002
Auctions on Private Networks (cont.)
Cars in Japan’s AucnetAuctioned used cars to dealers on televisionMoved to private network, then on to Internet and into the U.S. but closed in 1998Today in Japan these auctions sell:
Computer hardwareSoftwareServices like insurance and leasing
Livestock in Australia—electronic online system for trading cattle and sheep
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39Prentice Hall, 2002
Double auctionsSingle auction
Item is offered for sale with multiple buyers making bids on the itemMultiple sellers make offers to sell an item
Double auctionMultiple units of a product may be auctioned off at the same timeBuyers and sellers can make bids during trading periods
Prices in double auctions—multiple buyers and sellers
Double Auctions, Bundle Trading, and Pricing Issues
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40Prentice Hall, 2002
Double Auctions, Bundle Trading,and Pricing Issues (cont.)
Bundle trading—personalization and customization of products and services
Collection of complementary goods and services (e.g., airline tickets, hotel reservations, rental cars)Simplified, efficient alternative solution to purchasing from multiple sellersManagement and operation of bundle markets is complex and differs considerably from single or double auction markets
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41Prentice Hall, 2002
Double Auctions, Bundle Trading, and Pricing Issues (cont.)
Prices in auctions: higher or lower?Prices tend to be higher when there is only one sellerAuctioneer has a better position to maximize revenuesPrices are lower in cases of liquidationSeller’s objective is to sell as quickly as possible
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42Prentice Hall, 2002
Double Auctions, Bundle Trading, and Pricing Issues (cont.)
Pricing strategies in online auctionsBoth sellers and buyers may develop strategies for auctionsSellers have option to use different mechanismsBuyers need to develop strategy regarding increases in bids and when to stop bidding
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43Prentice Hall, 2002
Fraud in Auctions and Its Prevention
Types of e-auction fraudBid shielding—the use of phantom bidders to bid at a very high price when an auction beginsShilling—sellers arrange to have fake bids placed on their items to artificially jack up pricesFake photos and misleading descriptions—sellers distort items (e.g., borrowing images, ambiguous descriptions)Improper grading techniques—description of the condition of an item may be interpreted differently between seller and buyer
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44Prentice Hall, 2002
Fraud in Auctions and Its Prevention (cont.)
Selling reproductionsHigh shipping cost and handling fees—selling a reproduction described as an originalFailure to ship merchandise—money is paid out but merchandise never arrivesLoss and damage claims—buyers claim they never received an item or received it in damaged condition, request a refundSwitch and return—seller accepts a return, but receives broken or mangled objects
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45Prentice Hall, 2002
Protecting against e-auction fraudUser identity verification—voluntary program encourages users to supply eBay with information for online verification—qualifies them for highest level of verificationAuthentication service—determines whether an item is genuine and described appropriatelyGrading services—determines physical condition of an itemFeedback forum—provides users with ability to comment on their experiences with other individuals
Fraud in Auctions and Its Prevention (cont.)
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46Prentice Hall, 2002
Fraud in Auctions and Its Prevention (cont.)
Insurance policy—eBay offers insurance underwritten by Lloyd’s of London at no cost to eBay usersEscrow services—items valued at more than $200, eBay recommends escrow services (for a fee)Non-payment punishment—1st-time nonpayment warning, 4th offense is cause for suspension from auction
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47Prentice Hall, 2002
Fraud in Auctions and Its Prevention (cont.)
Appraisal services—use a variety of methods to appraise items
Assessment of authenticity and conditionReview of what comparable items have sold for in recent months
Verifications—a way of confirming the identity and evaluating the condition of an item
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Bartering—exchange of goods and services
Bartering exchangesGive your offer to intermediaryIntermediary asses value of your product or service in”points” Use “points” to buy what you need
Bartering sites must be financially secureAlternative to bartering is to auction surplus and then use the money collected to buy items needed
Bartering Online
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49Prentice Hall, 2002
Negotiating and Bargaining Online
Dynamic prices can be determined by negotiationNegotiated prices result from interactions and bargaining among sellers and buyers
Expensive items like cars and real estateDeal with nonpricing terms like payment method and credit
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Negotiating and Bargaining Online
Three factors that facilitate negotiated prices
Intelligent agents that perform searches and comparisonsComputer technology that facilitates negotiation processProducts and services that are bundled and customized
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51Prentice Hall, 2002
Negotiating and Bargaining Online (cont.)
Technologies for bargainingSearch—gathering information about products, services, potential vendors and customersSelection—processing and filtering information in order to select a product and trading partnerNegotiation—interactions with bids, offers, agreements, and contractsContinuing selection and negotiation—repeated sequentially until an agreement is reachedTransaction completion—payment and delivery
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Benefits of online auctionsConvenience and ubiquitySimpler and fasterPrivacy
Limitations of online auctionsVisual qualityMemory capacitySecurity
Mobile Auctions
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General auctions—face regular problems of selling online in international environmentSelling art online in real-time auctions—allows real-time auction bidding and partners with eBayStrategic alliances—major impact on competition and industry structure
Future of Auctions
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Managerial Issues
Your own auction site vs. a third-party siteCost benefit analysisAuction strategiesSupport servicesPayment
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Managerial Issues (cont.)
Controlling what is auctionedChange agentBuilding auction applicationsBarteringBuilding auction sites
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Figure 9-9Components of a Comprehensive Auction Site
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Figure 9-10Integrated Auction Business Model