Electronic Reverse Auctions: Changing the balance of power from suppliers to buyers?

Donna M. Charlesworth, Brian Jeffery, Gerry Urwin

Research output: Chapter in Book/Report/Conference proceedingConference proceedingpeer-review


This exploratory study investigates whether Electronic Reverse Auctions (ERAs) cause a 'power shift' from suppliers to buyers. It is important to develop greater understanding of this emerging issue in ERA literature in order that procurement professionals can benefit from ERA application. A review of the literature identifies bargaining power determinants, forming the basis of a conceptual model. The research explores the balance of power in sourcing processes that utilize ERAs and evaluates the degree to which the power balance is attributable to ERA. Two contrasting case studies, are developed these suggest that ERAs have the potential to increase the power of buying organizations, relative to suppliers, in the sourcing process.

Original languageEnglish
Title of host publicationACIS 2005 Proceedings - 16th Australasian Conference on Information Systems
PublisherAIS Electronic Library
Publication statusPublished - 2005
Event16th Australasian Conference on Information Systems - Sydney, Australia
Duration: 30 Nov 20052 Dec 2005


Conference16th Australasian Conference on Information Systems


  • Electronic Reverse Auctions
  • Procurement

ASJC Scopus subject areas

  • Information Systems

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