EARLY AND LATE ADOPTERS OF B2B ONLINE REVERSE AUCTIONS: AN EXPLORATORY STUDY OF ORGANIZATIONAL CHARACTERISTICS ANDLEARNING OUTCOMES

摘要

This research explores differences between early and late adopters of business-to-business (B2B) online reverse auctions, specifically in regard to organizational characteristics, and auction design and outcome as a result of learning. Organizational characteristics include firm size, purchasing authority structure, and manufacturing environment. Differences in learning are investigated by design and outcome manifestations, consisting of who the business is awarded to, the use of bundles, as well as savings achieved in first-time bidding events.