Frontpage  About  admin@impgroup.org
Paper info: Do Relationships really Matter? A Study of Reverse Online Auctions

Title


Do Relationships really Matter? A Study of Reverse Online Auctions

Authors


David T. Wilson and Sunil Thomas

Place of Publication


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

Download


Download paper
(408.8 kb)

Abstract


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.