Antecedents to Reverse Auction Use

Abstract

Electronic reverse auctions (e-RA) are a significant development in the procurement arena. Their cost-reducing capabilities are considerable and as such, reverse auction use is expected to grow. To optimize use, sourcing managers 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 e-RAs are incomplete. The authors rely upon strategic sourcing concepts coupled with theories of competition, goal-setting, leadership, referent-dependence theory, expectancy theory, and the theory of planned behavior to construct a conceptual model of antecedents to e-RA use. The model suggests significant long-term implications to buyers and third-party reverse auction service providers.

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Document Details

Document Type
Technical Report
Publication Date
Feb 01, 2006
Accession Number
ADA442874

Entities

People

  • Michael J. Gravier
  • Timothy G. Hawkins

Organizations

  • Air Force Institute of Technology

Tags

Communities of Interest

  • Human Systems

DTIC Thesaurus Topics

  • Abstracts
  • Air Force
  • Business Administration
  • Cognition
  • Commerce
  • Corporations
  • Electronic Mail
  • Logistics
  • Marketing
  • Motivation
  • Procurement
  • Psychology
  • Social Psychology
  • Standards
  • Supply Chain
  • Supply Chain Management
  • United States

Readers

  • Government Contracting/Procurement.
  • Organizational Psychology.
  • Systems Analysis and Design

Technology Areas

  • Microelectronics