Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
10496411 | Industrial Marketing Management | 2005 | 10 Pages |
Abstract
Reverse auctions in logistics and procurement have grown dramatically since the advent of widespread Internet usage in the late 1990s. A literature review indicates that scholars and practitioners are reaching a consensus around a trade-off between the value and benefits of gaining lower prices versus losing long-term relationships with suppliers. Yet at the same time, a quiet evolution has come about in the economics and management literature, opening the way for new, more relationship-friendly auction designs. Based on this new work, a series of guidelines and principles are developed which describe how managers may collect the economic pricing advantage of reverse auctions-yet retain the long-term benefits of relationship marketing.
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Marketing
Authors
Shawn P. Daly, Prithwiraj Nath,