Winnerʹs curse and parallel sales channels—Online auctions linked within e-tail websites

A sample of 416 online auctions was examined to determine the extent of overpayment (winnerʹs curse) where online auctions and e-tail websites were linked together to form a parallel sales channel. The results indicated that 8.7% of the highest winning online auction bidders exceeded e-tail posted reference prices of identical retail merchandise found at the same website. Significantly, such bids exceeded the reference prices by a mean percentage dollar amount of 14.1% thus suggesting the existence of a winnerʹs curse. The results also indicated that (1) there was a significant negative association between reference price and mean percentage dollar amount overbid; (2) there was a significant negative association between auction lot size and mean percentage dollar amount overbid; and (3) there was no significant association between overtime auctions and mean percentage dollar amount overbid. While manipulation of reference price and auction lot size might minimize winnerʹs curse, erratic or irrational behavior (by online auction and/or e-tail websites) may lead to disinformation.