AN EMPIRICAL EXAMINATION OF REVERSE AUCTION APPROPRIATENESS IN B2B SOURCE SELECTION
研究基于战略采购概念和现有文献，构建了影响采购经理认为逆向拍卖是否适用的因素模型，并通过结构方程模型验证了需求可明确性、供应商竞争、领导影响和价格导向标准的作用。
Electronic reverse auctions (e‐RAs) are receiving attention as an effective strategy for reducing the price of purchased goods and services. To optimize their use, sourcing professionals will need to match firm requirements to market characteristics and supplier capabilities through the application of optimal sourcing strategies. To date, explanations of why sourcing managers decide to utilize an e‐RA strategy are incomplete. This study relies upon strategic sourcing concepts coupled with extant research on e‐RA use to develop a conceptual model of antecedents to the perceived appropriateness of e‐RA usage. The model is tested and supported via structural equation modeling. Findings demonstrate that a sourcing professional's perception as to the appropriateness of using an e‐RA for sourcing a particular requirement is influenced by (1) the specifiability of the requirement (2) supplier competition, (3) leadership influence, and (4) a price‐based selection criterion. Further, a requirement with higher specifiability was found to increase competition in an e‐RA bidding event. Contributions to theory, practice, and future research directions are identified.