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- Title
HEURÍSTICA DO JULGAMENTO: UMA ANÁLISE DOS LANCES EM LEILÕES SOB A PERSPECTIVA DO VALOR JUSTO E DA MALDIÇÃO DO VENCEDOR.
- Authors
Soares Campos, Edmilson; Santana de Souza, Emerson; de Melo Souza, Ilka Gislayne; de Souza Freire, Fátima; Tibúrcio Silva, César Augusto
- Abstract
Auctions are a major asset disposal mechanism commonly used by the public and private sector. The owner of the goods, when auctioning it, expects to get the highest bid value for those goods. On the other hand, participants interested in acquiring that good has the expectation snapping it at the lower, preferably below the market price. In a decision-making process the absence of rationality can lead the participants of auctions to take divergent decisions from those that would be ideal ones. This research aims to verify whether the decision to form the value of the bids offered by participants are present heuristics, which could lead to based decisions and interpretations, subjecting the winning bid to the winner's curse. The sample consisted of 73 questionnaires to participants in auctions of used vehicles. The results show that a significant proportion of participants in auctions makes use of some kind of heuristics (affectivity, availability and representativeness) in decision-making and the formation of the bid, although they believe that their decisions have been judicious and rational. For the formation of the bid price, 62% of respondents say they do not make use of affectivity heuristics, while 38% used the representativeness heuristic, and 45% of the availability heuristic. Furthermore, this study is consistent with research that has reference to the use of heuristics for decision-making, however, only 8% of the sample incurred in the winner's curse, snapping up cars at prices that exceed the fair value or market value.
- Publication
Veredas FAVIP: Revista Eletrônica de Ciências e Cultura, 2016, Vol 9, Issue 2, p118
- ISSN
1679-1746
- Publication type
Article