Deciding on the mode of negotiation: To auction or not to auction electronically

Lutz Kaufmann, Craig R. Carter

Research output: Contribution to journalArticlepeer-review

83 Scopus citations


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 negotiations. This article examines (a) when it is feasible to conduct an electronic auction in purchasing, and (b) under what circumstances it is better to source items through an electronic auction as opposed to sourcing them through face-to-face negotiations.

Original languageEnglish (US)
Pages (from-to)15-26
Number of pages12
JournalJournal of Supply Chain Management
Issue number1
StatePublished - Mar 2004
Externally publishedYes

ASJC Scopus subject areas

  • Management Information Systems
  • Economics, Econometrics and Finance (miscellaneous)
  • Marketing


Dive into the research topics of 'Deciding on the mode of negotiation: To auction or not to auction electronically'. Together they form a unique fingerprint.

Cite this