Papers in Proceedings and Collections
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Adam, M. T. P.; Gamer, M.; Hey, S.; Ketter, W.; Weinhardt; Christof 2009
Measuring the Impact of Emotions on Decision-Making in Electronic Markets: A Physio-Economic Approach. Group Decision and Negotiation (GDN) 2009. (Toronto, Canada). 193–196.
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@Inproceedings{CitationKey,
author = {Adam, Marc T.P. and Gamer, Matthias and Hey, Stefan and Ketter, Wolfgang and Weinhardt and Christof},
title = {{Measuring the Impact of Emotions on Decision-Making in Electronic Markets: A Physio-Economic Approach}},
booktitle = {Group Decision and Negotiation (GDN) 2009},
year = {2009},
address = {Toronto, Canada},
pages = {193-196}}
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2
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Adam, M. T. P.; Gnutzmann, H.; Weinhardt, C. 2008
The Impact of Bidding Fees on Auction Fever - Research Proposal for a Physio-Economic Experiment. Group Decision and Negotiation (GDN) 2008. (Coimbra, Portugal). 213–214.
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@Inproceedings{CitationKey,
author = {Adam, Marc T.P. and Gnutzmann, Hinnerk and Weinhardt, Christof},
title = {{The Impact of Bidding Fees on Auction Fever - Research Proposal for a Physio-Economic Experiment}},
booktitle = {Group Decision and Negotiation (GDN) 2008},
year = {2008},
address = {Coimbra, Portugal},
pages = {213-214}}
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3
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Adam, M. T. P.; Hagenau, M.; Neumann, D.; Weinhardt, C. 2008
Emotions in Electronic Auctions - A Physio-Economic Approach on Information Systems. Proceedings of the 16th European Conference on Information Systems (ECIS’ 08). (Galway, Ireland). 315–325.
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@Inproceedings{CitationKey,
author = {Adam, Marc T.P. and Hagenau, M. and Neumann, D. and Weinhardt, C.},
title = {{Emotions in Electronic Auctions - A Physio-Economic Approach on Information Systems}},
booktitle = {Proceedings of the 16th European Conference on Information Systems (ECIS’ 08)},
year = {2008},
address = {Galway, Ireland},
pages = {315-325},
abstract = {Though auctions show a prevailing dominance in electronic markets, our understanding of how auctions work on human behaviour is still rather limited. In this paper we analyse the impact of emotional processes on the decision making of human agents in electronic auctions. The analysis is based on a physio-economic study, in which human agents take part in a Dutch auction experiment, while their physiological parameters are recorded simultaneously. Parameters evaluated in this study are the electrodermal activity and the heart rate of the experiment participants. Based on the physiological results, we conclude that human agents tend to cognitively set a price at which they want to end the auction, but once they reach that specific price, they are tempted due to emotional processes to wait a little longer in order to increase their nominal payoff. Further we argue that the adaption of psychophysiological methodologies is not limited to mechanism design, but can be of considerable assistance for successful design of nformation systems in general.}}
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Other Contributions to Conferences (Selection)
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1
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Adam, M.; Krämer, J.; Weinhardt, C. 2009
A Theory of Bid Protraction: Evidence from a Physioeconomic Experiment. Tagung der Gesellschaft für experimentelle Wirtschaftsforschung. (Essen, Germany).
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@Conference{CitationKey,
author = {Adam, Marc and Krämer, Jan and Weinhardt, Christof},
title = {{A Theory of Bid Protraction: Evidence from a Physioeconomic Experiment}},
booktitle = {Tagung der Gesellschaft für experimentelle Wirtschaftsforschung},
year = {2009},
address = {Essen, Germany}}
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2
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Adam, M. T. P.; Krämer, J.; Weinhardt, C. 2008
The Impact of Clock Speeds on Bidders' Arousal in Dutch Auctions. 3rd Nordic Conference on Behavioral and Experimental Economics. (Copenhagen, Denmark).
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@Conference{CitationKey,
author = {Adam, Marc T.P. and Krämer, Jan and Weinhardt, Christof},
title = {{The Impact of Clock Speeds on Bidders' Arousal in Dutch Auctions}},
booktitle = {3rd Nordic Conference on Behavioral and Experimental Economics},
year = {2008},
address = {Copenhagen, Denmark},
abstract = {Previous experimental studies suggest that seller's revenue in Dutch auctions depends on the speed at which the standing price
is decreased. This e ect is commonly explained by the fact that auction speed has a direct e ect on bidders' utility of suspense. We provide experimental evidence that di erent clock speeds indeed have an impact on bidders' emotional arousal, which in turn influences market behavior and outcome. To this extend a bidder's skin conductance levels have been measured while participating in Dutch auctions with varying clock speeds. The main nding of our physio-economic study is that the degree of emotional arousal is signi cantly higher in fast Dutch auctions. Thereby we provide evidence for the missing link between the utility of suspense theory and truly experienced competitive arousal.}}
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