A Model of Relational Governance in Reverse Auctions
研究了现有买卖双方关系的战略重要性如何影响反向拍卖中的治理结构选择，以及其对供应商合作、采购降价和节省时间的效果。
SUMMARY Despite the popularity of electronic reverse auctions, limited empirical research on their use and key outcomes such as supplier cooperation, purchase price reductions and time savings has been conducted. The current research examines the role that the relative strategic importance of the existing buyer–supplier relationship plays in reverse auction usage, including the type of governance structure established and the three previously mentioned outcomes. Results indicated that existing buyer/supplier relationships characterized as strategic opted for relational forms of governance in reverse auctions. When using transactional governance, this research provides empirical support for reports that reverse auctions result in reduced purchase prices and increased purchaser productivity. Managerial implications are offered, along with directions for future research.