• 1. Introduction
  • 2. Literature review
  • 2.1 Negotiation theory
  • 3. Methodology
  • 4. Data analysis
  • 5. Findings from general level data
  • 5.1 Respondant demographics
  • 5.2 Implementation of e-RAs in buyer organizations
  • 5.3 Consequences of e-RAs
  • 5.4 Ethics
  • 6. Managing the actual event
  • 6.1 Cross-functional decision-making and preparation
  • 6.2 Successful versus unsuccessful events
  • 7. Conclusions
  • 7.1 Future research
  • Appendix A. Buyer interview protocol
  • References