Enabling and inhibiting factors in adoption of Electronic-Reverse auctions: A longitudinal case study in grocery retailing
The paper aims to explore the factors that enable or inhibit the use of Electronic-Reverse Auctions (E-RAs) in the buying process of a large food retail organization, through a category management perspective. Using a case-study analysis based on in-depth interviews, examination of internal documents, simulation and direct observation of some E-RAs, we studied the experience of an Italian-based retailer conducting E-RAs during a two-year period. This approach enabled us to propose an E-RAs development model in retail buying groups, discussing enabling and inhibiting factors such as product, market, organizational and strategic factors. Propositions are developed to stimulate thought and provide guidance for future research.
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Document Type: Research Article
Affiliations: Business Economics Department, Modena and Reggio Emilia University, Modena, Italy
Publication date: 2007-07-01