Van Tulder, Rob and Mol, Michael J. (2002) Reverse auctions or auctions reversed : first experiments by Philips. European Management Journal, Vol.20 (No.5). pp. 447-456. doi:10.1016/S0263-2373(02)00099-3

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Abstract

The electronic auction is one of the most highly-promoted forms of B2B e-commerce. However, since the e-commerce bubble burst, the effectiveness of this tool is in question. This article looks at how electronic auctions can be affected by various trade-offs in sourcing strategy. Using the case of an auction by Philips, it is shown that firms still mostly have to deal with the same tensions. Even when auctions are used, regional sourcing strategies rather than global ones are the norm for most European firms. To be effective, electronic auctions should be used as part of a wider strategy, and appropriate selection criteria should be set up in advance.

Item Type:	Journal Article
Subjects:	H Social Sciences > HD Industries. Land use. Labor H Social Sciences > HF Commerce
Divisions:	Faculty of Social Sciences > Warwick Business School
Library of Congress Subject Headings (LCSH):	Auctions, Electronic commerce, Industrial procurement, Philips Electronics N.V., Cost effectiveness
Journal or Publication Title:	European Management Journal
Publisher:	Pergamon
ISSN:	02632373
Official Date:	October 2002
Dates:	Date Event October 2002 Published
Volume:	Vol.20
Number:	No.5
Number of Pages:	9
Page Range:	pp. 447-456
DOI:	10.1016/S0263-2373(02)00099-3
Status:	Peer Reviewed
Access rights to Published version:	Restricted or Subscription Access

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