The use of electronic reverse auctions (ERAs) by buying organizations has increased dramatically over the past five years. Both anecdotal and empirical evidence have shown that ERAs can lower purchase prices. However, researchers are only just beginning to investigate how ERAs impact perceptions...

Purchasing transactions are increasingly conducted through electronic auctions. Some companies already source 25 percent of their total purchase volume through this electronic mechanism. However, most of these purchasing transactions could, alternatively, be conducted as face-to-face...

Supply chain relationships are increasingly impacted by the use of the Internet and the adoption of logistics technology. In this paper we report the results of a large-scale field study of a diverse group of buyers and their suppliers who have participated in a unique and recently adopted...

International sourcing can represent a significant amount of an organizations's costs, particularly for manufacturing concerns. Recent studies suggest that international supply management may be relatively more important to German companies than it currently is to their U.S. counterparts, and...

Deceptive behavior in negotiations has been found to be widespread and to have harmful consequences. This study shifts the current research direction on deceptive negotiation behavior by adopting a target's perspective on deception and by using a configurational theorizing approach. Prior...