Successfully Bidding for Online Projects:The Impact of Project-Focused Messages

Korfiatis, Nikolaos, Loebbecke, Claudia and Cremer, Stephan (2012) Successfully Bidding for Online Projects:The Impact of Project-Focused Messages. In: Proceedings of the International Workshop on e-Business (WeB) 2012. UNSPECIFIED, Orlando, Florida.

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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, 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

Item Type: Book Section
Uncontrolled Keywords: online project platform,bid message,real data analysis
Faculty \ School: Faculty of Social Sciences > Norwich Business School
Depositing User: Pure Connector
Date Deposited: 25 Feb 2015 06:20
Last Modified: 23 Feb 2021 00:35

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