【Onlineshopperswouldratherreceiveanofferforaproductorservicethanmaketheirownoffer3accordingtoastudyledbyaMichiganStateUniversityscholarthathasimplicationsforthefast-growinge-commerceindustry.Thefindings】

　　Onlineshopperswouldratherreceiveanofferforaproductorservicethanmaketheirownoffer3accordingtoastudyledbyaMichiganStateUniversityscholarthathasimplicationsforthefast-growinge-commerceindustry.Thefindingsmaycomeasasurprisegiventhatshoppingonlineisananonymous(匿名的）processthatseeminglycangiveconsumersmoreconfidencetodriveahardbargainsaidDonConlon，ProfessorofManagementinMSU’sBroadCollegeofBusiness.

　　Butthestudyfoundthatparticipantswhomadetheirownofferswerelesssuccessfulinsealingthedealand，whentheyweresuccessful?worriedtheyoverpaidManyshoppersfoundtheprocessofresearchinganoffertobeahassle.“Americansareverybusy，andit’slesstime-consumingtobetheonereceivingtheofferratherthantheoneproposingtheoffer ”Conlonsaid.uPeopletendtobehappierwhenthey’reinthereceiverrole.”

　　OnlinespendingintheUnitedStatesisexpectedtojump45percentinthenextfouryears，from$226billionthisyearto$327billionin2017，accordingtoForresterResearchInc.Neverthelessresearchesintothisprosperousmarketremainlargelyfocusedonthestrategiesofcompaniesratherthanthoseo£shoppers.Conlon’sstudyis，obviouslyarareexception.

　　Conlongottheideaforthestudyafterconsideringthedifferencebetweentwopopularsitesforhotelsandairlineflightspriceline.comwhichtakesbidsandhotwire.com，whichprovidesoffers.Usingthesetwomodels，Conlonandhisfellowresearchersconductedaseriesofexperimentswithmorethan850peoplewhowerechargedwithbookingafictionalhotelroomandacquiringafictionalantiquecar.NotonlydidparticipantsprefertoreceivebidsConlonsaid，buttheyalsosecuredmoredealsinthatreceiverrole.Further，whentheyhadtomakethebids，theywereleftmorementallytaxedandregretful.

　　Fromanindustryperspective，puttingcustomersinthereceiverrolemayhelpfillmorehotelroomsandairplaneseats.“Ifyou’reabusinesswithalotofproducts3”Conlonsaid，“youmaywanttobetheonemakingtheoffers.”Howeverwhensellingsingleitemssuchasanantiquecar，acceptingbidsmaybeabetteroptionsincethattypicallydrivesupthepricehesaid.

　　【小题1】WhatcanwelearnfromPara.1?