The chair is pleased to announce that the research article "Affective Images, Emotion Regulation and Bidding Behavior: An Experiment on the Influence of Competition and Community Emotions in Internet Auctions“, authored by Prof. Krämer together with colleagues from the University of Newcastle, Australia and the Karlsruhe Institute of Technology has been accepted in the Journal of Interactive Marketing, the leading field journal for online and electronic marketing (Impact Factor: 2.773, VHB-Jourqual Ranking: B, ABS-Ranking: Grade 2). The article highlights the impact of affective website images on bidding behavior and thus, on the performance of electronic markets. To this end, the authors also employ psychophysiological measurements.
Abstract:
Internet auction sites frequently employ images as design elements on their websites in order to either induce a sense of community or competition among the bidders. In this paper, we investigate the impact of such affective images on bidding behavior in a controlled laboratory experiment during which participants’ emotional processes are assessed through psychophysiological measurements. Immediately before placing a bid in a first-price sealed-bid auction, bidders are presented a) pictures of competitive sports scenes, b) pictures of families or children, or c) a blank screen. Participants place significantly lower bids when they were exposed to pictures that induce competition emotions as opposed to pictures that induce community motions. This relationship is moderated by the bidders’ emotion regulation strategy. In particular, we find that the more participants try to suppress their emotional responses to the presented images, the more they are affected in their bidding behavior. Our results entail valuable insights about the coherence of emotional stimuli on Internet auction marketplaces and customers’ decisions. They also question recent marketing strategies by the market leader.