This research examines how individual differences and institutional practices influence consumer bidding in auctions. Bidders may be motivated by different goals, e.g., thrill (of winning the item, with minimal attention to what they pay for it) versus prudence (winning the item at a price at or...

In a set of novel lab experiments we show that the mere presence of an existing alliance at the onset of coalition formation may lead marketing managers to form economically suboptimal alliances. Study Set 1 considers alliance formation when a focal firm is already embedded in an existing...

Even though auctions are capturing an increasing share of commerce, they are typically treated in the theoretical economics literature as isolated. That is, an auction is typically treated as a single seller facing multiple buyers or as a single buyer facing multiple sellers. In this paper, we...