The Role of Communication and Reputation Information in Patients’ Choice of a Physician

Brosig-Koch, Jeannette; Imcke, Patrick; Then, Franziska

doi:10.2139/ssrn.4271233

SSRN Journal

2022

DOI: 10.2139/ssrn.4271233

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The Role of Communication and Reputation Information in Patients’ Choice of a Physician

Jeannette Brosig-Koch¹,

Patrick Imcke²,

Franziska Then³

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2024

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Bilateral communication in procurement auctions

Brosig‐Koch,

Heinrich,

Sterner

2024

Manage Decis Econ

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We ask how buyers can make use of bilateral communication in a procurement setting with moral hazard. We focus on a setting where buyers and potential sellers can exchange cheap‐talk messages before trading and where the seller is determined via a buyer‐determined procurement auction. In this type of auction, buyers can freely choose among bidders based on bidders' observable characteristics and the prices they ask for. In a controlled laboratory experiment, we found that buyers use free‐form text messages to make requests and to reduce social distance. The relationship between the offers sellers make and the messages they send is mediated by buyers' requests. But, in general, buyers may increase their profits by choosing sellers who promise high quality or large profits. Furthermore, despite the cheap‐talk nature of requests, buyers in our experiment increase their profits by specifically demanding high quality or large profits.

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Bilateral communication in procurement auctions

Brosig‐Koch,

Heinrich,

Sterner

2024

Manage Decis Econ

View full text Add to dashboard Cite

show abstract

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The Role of Communication and Reputation Information in Patients’ Choice of a Physician

Cited by 1 publication

References 0 publications

Bilateral communication in procurement auctions

Bilateral communication in procurement auctions

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