Reverse auctions and buyer-seller relationships: A rejoinder to Emiliani and Stec's commentary

Shawn P. Daly*, Prithwiraj Nath

*Corresponding author for this work

Research output: Contribution to journalComment/debatepeer-review

8 Citations (Scopus)

Abstract

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.

Original languageEnglish
Pages (from-to)173-176
Number of pages4
JournalIndustrial Marketing Management
Volume34
Issue number2 SPEC. ISS.
DOIs
Publication statusPublished - Feb 2005
Externally publishedYes

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