Why do bidders in buyer-determined procurement auctions often bid above the lowest observed bid over the course of the auction? Are such bidding patterns meaningful? In this research the authors propose that since bidders are differentiated in their value to the buyer and competition in these...

Internet auctions are an important resource in the business-to-business (B2B) market for companies that want to save money and increase profits. Understanding how auctions work on the Internet is mandatory in today's marketplace. Auctions can be used to do everything from selling excess...

Purchasing professionals in today's business-to-business (B2B) markets can choose between conducting bid solicitations and negotiations using an online or offline process. One dominant type of online procurement has been the online reverse auction, which has received both praise and criticism....

Purpose – To investigate the diffusion of online reverse auctions by exploring differences between their early, late and lagging adopters. More specifically, adopter categories are compared against organizational characteristics and auction behavior as a result of learning. Organizational...

Corporate-Bank relationships develop organically over time as a result of a number of factors, including such disparate elements as simple longevity, frequency of contact, full and effective communication, efficient and satisfactory service, and a range of human factors that are based round the...

Online auction environments provide several sources of information that can be used by bidders to form their bids. The impact of this information on bidding is likely to be higher when ambiguously specifi ed products are auctioned. The secondary market represents one such environment, where used...

The research explores and examines factors for supplier evaluation and its impact on process improvement particularly aiming on a steel pipe manufacturing firm in Gujarat, India. Design/Methodology/approach: The conceptual research framework was developed and hypotheses were stated considering...