The Interpersonal Determinants of Sniping in Internet Auctions

Michael A. Kamins, Stony Brook University, USA
Avraham Noy, University of Haifa, Israel
Yael Steinhart, University of Haifa, Israel
David Mazursky, Hebrew University of Jerusalem, Israel
The research explores the intrapersonal and social factors of sniping. Snipping is a strategy of placing a bid on an item in the very ending stages of an auction in an attempt to win the auction, while leaving other bidders a short period of time or no time to respond. Results from a laboratory simulation experiment, a field study and a web survey, indicate that consumers perceive sniping to be an effective auction strategy. The findings further highlight that when there is greater interest in the auction and the auction site provides social information, the relative use of sniping increases.
[ to cite ]:
Michael A. Kamins, Avraham Noy, Yael Steinhart, and David Mazursky (2009) ,"The Interpersonal Determinants of Sniping in Internet Auctions", in NA - Advances in Consumer Research Volume 36, eds. Ann L. McGill and Sharon Shavitt, Duluth, MN : Association for Consumer Research, Pages: 548-548.