Paper info

Do Relationships really Matter? A Study of Reverse Online Auctions

David T. Wilson and Sunil Thomas

The paper was published at the 17th IMP-conference in Oslo, Norway in 2001.

In an open bid reverse online auction, sellers bid downward in order to win an order fromthe buyer. This research attempts to study reverse online auctions from a relationalperspective. We hypothesize that the relational antecedents to organizational usage ofreverse online auctions are commitment, trust, interdependence and performancesatisfaction and discuss the implications of our research.