Management des enchères inversées : facteurs de succès et influence de la culture nationale sur ces facteurs

The development of reverse auctions in company buying strategies has led researchers to formulate theories on the implementation and use of this new tool. The objective of this paper is to contribute to the validation of the proposals put forward by C. Carter and al. (2004) on the success of reverse...

Full description

Saved in:
Bibliographic Details
Published in:La revue des sciences de gestion 2009-05, Vol.44 (237-238), p.113-120
Main Authors: de Faultrier, Brigitte, Vlad, Mariana, Sam Long, Caroline
Format: Article
Language:fre
Subjects:
Auctions
Automobiles
Organization theory
Reverse mergers
Success factors
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:The development of reverse auctions in company buying strategies has led researchers to formulate theories on the implementation and use of this new tool. The objective of this paper is to contribute to the validation of the proposals put forward by C. Carter and al. (2004) on the success of reverse auctions and to compare the results in relation to the continent of origin. Based on a sample of 120 reverse auctions all carried out in a multi-national of the automobile industry, we have validated that the number of competing suppliers, the amount of money involved, the lotting strategy contribute to a successful reverse auction throughout the American Continent. However, these factors of success cannot be applied directly to Europe and Asia. [PUB ABSTRACT]
ISSN:1160-7742
1760-6136
DOI:10.1051/larsg/2009015