An empirical examination of reverse auction appropriateness in B2B source selection
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Authors
Hawkins, Timothy G.
Subjects
Reverse auction
Sourcing strategy
Leadership
Specifiability
Competition
Sourcing strategy
Leadership
Specifiability
Competition
Advisors
Date of Issue
2006-01-26
Date
Publisher
Denton, TX. University of North Texas
Language
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.
Type
Report
Description
Series/Report No
Department
Graduate School of Business and Public Policy (GSBPP)
Organization
Naval Postgraduate School (U.S.)
Identifiers
NPS Report Number
Sponsors
U.S. Department of the Air Force
Funder
Format
40 p.
Citation
Distribution Statement
Rights
This publication is a work of the U.S. Government as defined in Title 17, United States Code, Section 101. Copyright protection is not available for this work in the United States.