(2012). Successfully Bidding for Online Projects: The Impact of Project-Focused Messages. In International Workshop on e-Business (WEB 2012), Pre-ICIS Workshop. Orlando, Florida: University of East Anglia.
Περίληψη
When searching for projects on online platforms, potential bidders (providers) have minimum search costs and therefore can bid for new projects quite easy and fast. To strengthen their profile, they typically complement their actual bid with a cover letter. This letter contains either a rather project-focused and bid-specific message or it is more general, trying to enhance the provider's profile more generally. In this paper, we study if and how the message complementing a provider's bid affects his chance to win a project via an online project platform. Based on data collected from the platform getacoder.com, we study more than 13,000 bids from over 900 projects. In brief, we find that bids with a project-focused message are more likely to be selected by a client. Referring to the importance of the communication strategy during the negotiation phase, we complement Gefen and Carmel (2008), who – using a similar approach – investigated mainly the impacts of location and reputation on winning projects offered online
- Τύπος
- Άρθρο σε Πρακτικά Συνεδρίου
- Έτος
- 2012
BibTeX
@inproceedings{korfiatis2012successfully,
title = {Successfully Bidding for Online Projects: The Impact of Project-Focused Messages},
author = {Nikolaos Korfiatis and Claudia Loebbecke and Stephan Cremer},
year = {2012},
date = {2012-01-01},
booktitle = {International Workshop on e-Business (WEB 2012), Pre-ICIS Workshop},
publisher = {University of East Anglia},
address = {Orlando, Florida},
abstract = {When searching for projects on online platforms, potential bidders (providers) have minimum search costs and therefore can bid for new projects quite easy and fast. To strengthen their profile, they typically complement their actual bid with a cover letter. This letter contains either a rather project-focused and bid-specific message or it is more general, trying to enhance the provider's profile more generally. In this paper, we study if and how the message complementing a provider's bid affects his chance to win a project via an online project platform. Based on data collected from the platform getacoder.com, we study more than 13,000 bids from over 900 projects. In brief, we find that bids with a project-focused message are more likely to be selected by a client. Referring to the importance of the communication strategy during the negotiation phase, we complement Gefen and Carmel (2008), who – using a similar approach – investigated mainly the impacts of location and reputation on winning projects offered online},
keywords = {},
pubstate = {published},
tppubtype = {inproceedings}
}