This research explores procurement strategies for multi-item RFQs in business-to-business (B2B) markets using responses from 825 purchasing professionals. The study first establishes procurement strategies that differ based on their level of strategic emphasis, i.e. the importance that is placed...

Purchasing professionals in today's business-to-business (B2B) markets can choose between conducting bid solicitations and negotiations using an online or offline process. One dominant type of online procurement has been the online reverse auction, which has received both praise and criticism....

Purpose – Eighteen Mittelstand companies are studied in Germany to develop a better understanding about drivers of enterprise systems complexity (ESC), as well as its multi-faceted conceptualization. Dimensions and measures for complexity and its antecedents are derived using a grounded theory...