Download or read book Antecedents to Reverse Auction Use written by and published by . This book was released on 2006 with total page 32 pages. Available in PDF, EPUB and Kindle. Book excerpt: Electronic reverse auctions (e-RA) are a significant development in the procurement arena. Their cost-reducing capabilities are considerable and as such, reverse auction use is expected to grow. To optimize use, sourcing managers need to match firm requirements to market characteristics and supplier capabilities through the application of optimal sourcing strategies. To date, explanations for the phenomenon of why sourcing managers decide to utilize e-RAs are incomplete. The authors rely upon strategic sourcing concepts coupled with theories of competition, goal-setting, leadership, referent-dependence theory, expectancy theory, and the theory of planned behavior to construct a conceptual model of antecedents to e-RA use. The model suggests significant long-term implications to buyers and third-party reverse auction service providers.