TY - JOUR
T1 - Reverse auctions and buyer-seller relationships
T2 - A rejoinder to Emiliani and Stec's commentary
AU - Daly, Shawn P.
AU - Nath, Prithwiraj
PY - 2005/2
Y1 - 2005/2
N2 - In response to Emiliani and Stec's commentary, we present rebuttal to their specific points and further assessment of auctions' role in relationships. We fear the commentators represent a segment of procurement managers closed to using auctions. To help overcome their apprehension, we reemphasize statements in the original article and amplify the role of auctions by referring to the wider relationship marketing literature. The bottom line is that we still believe relational auction is not an oxymoron and our proposed design amendments can create an environment of transparency, fairness, and bilateral communication which leads to further relational strengthening.
AB - In response to Emiliani and Stec's commentary, we present rebuttal to their specific points and further assessment of auctions' role in relationships. We fear the commentators represent a segment of procurement managers closed to using auctions. To help overcome their apprehension, we reemphasize statements in the original article and amplify the role of auctions by referring to the wider relationship marketing literature. The bottom line is that we still believe relational auction is not an oxymoron and our proposed design amendments can create an environment of transparency, fairness, and bilateral communication which leads to further relational strengthening.
KW - Buyer-seller relationship
KW - Procedural fairness
KW - Reverse auctions
U2 - 10.1016/j.indmarman.2004.07.014
DO - 10.1016/j.indmarman.2004.07.014
M3 - Comment/debate
AN - SCOPUS:15844369725
VL - 34
SP - 173
EP - 176
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
IS - 2 SPEC. ISS.
ER -