An Empirical Examination of Reverse Auction Appropriateness in B2B Source Selection

Abstract

Electronic reverse auctions (e-RA) are perhaps the most revolutionary development in the procurement arena to date. Their cost-reducing capabilities are unmatched; as such, their use is expected to grow. To optimize their use, sourcing professionals will need to match firm requirements to market characteristics and supplier capabilities through the application of optimal sourcing strategies. To date, explanations for the phenomenon of why sourcing managers decide to utilize reverse auctions are incomplete. This study relies upon strategic sourcing concepts coupled with theories of competition, goal-setting, and leadership to develop a conceptual model of antecedents to appropriateness of e-RA usage. The model is tested and supported via structural equations modeling. Managerial implications and future research directions are identified.

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Document Details

Document Type
Technical Report
Publication Date
Jan 01, 2006
Accession Number
ADA442750

Entities

People

  • Timothy G. Hawkins

Organizations

  • University of North Texas

Tags

Communities of Interest

  • Air Platforms
  • Human Systems
  • Weapons Technologies

DTIC Thesaurus Topics

  • Air Force
  • Business Administration
  • Commerce
  • Data Science
  • Electronic Mail
  • Information Science
  • Intellectual Property
  • Logistics
  • Management Personnel
  • Materials
  • Organizational Structure
  • Procurement
  • Social Psychology
  • Standards
  • Supply Chain
  • Supply Chain Management
  • Surveys

Readers

  • Government Contracting/Procurement.
  • Military Leadership and Professional Education.
  • Systems Analysis and Design

Technology Areas

  • Microelectronics