Abstract:

This is the first of a two-case series (601-029-1 and 601-030-1). The (A) case describes the first experience of a company with reverse auctions for purchasing. Although quite a few things go wrong, the auction is a success. The (B) case describes the second auction and illustrates how the company has learned from its mistakes, even though new mistakes are made and much remains to be improved. Teaching objectives include: (1) Internet auctions and their usefulness in B2B purchasing; (2) how to learn quickly from a few experiences; (3) how the Internet is changing the purchasing function in companies; and (4) change management and especially resistance to change from the buyers.

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