Implementing reverse e-auctions: A learning process

Daesik Hur, Janet L. Hartley, Vincent A. Mabert

Research output: Contribution to journalArticlepeer-review

31 Citations (Scopus)


Reverse e-auctions, which enable suppliers to compete on-line in real-time, are changing the way organizations select their suppliers. We explore how five large firms in different industries learned to use e-auctions, and how e-auctions were integrated into their purchasing processes. To successfully implement e-auctions, organizations should: (1) build e-auction competencies; (2) organize for knowledge management; (3) create a holistic sourcing process; (4) focus on the total cost of ownership; and (5) experiment with e-auction designs. Key observations are drawn from the case studies, and implications for supply managers are presented.

Original languageEnglish
Pages (from-to)21-29
Number of pages9
JournalBusiness Horizons
Issue number1
Publication statusPublished - 2006 Jan

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Marketing


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