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Deciding on the Mode of Negotiation: To Auction or Not to Auction Electronically
16 references·15 citing·28 second hop
Deciding on the Mode of Negotiation: To Auction or Not to Auction Electronically (2004)Deciding on the Mode of Negotiation: To A…Culture's Consequences (2018)Culture's ConsequencesThe Art of Case Study Research (1996)The Art of Case Study ResearchProduction, Information Costs and Economic Organization (1996)Production, Information Costs…DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES. (1995)DOES FAMILIARITY BREED TRUST?…STRATEGIC ALLIANCE STRUCTURING: A GAME THEORETIC AND TRANSACTION COST EXAMINATION OF INTERFIRM COOPERATION. (1993)STRATEGIC ALLIANCE STRUCTURIN…The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)The Use of Pledges to Build a…Organizational Theories: Some Criteria for Evaluation (1989)Organizational Theories: Some…The Long Interview (1988)The Long InterviewAuctions and Bidding (1986)Auctions and BiddingThe Evolution of Cooperation (1985)The Evolution of CooperationNaturalistic inquiry (1985)Naturalistic inquiryA Theory of Auctions and Competitive Bidding (1982)A Theory of Auctions and Comp…Optimal Auction Design (1981)Optimal Auction DesignThe Discovery of Grounded Theory; Strategies for Qualitative Research (1968)The Discovery of Grounded The…COUNTERSPECULATION, AUCTIONS, AND COMPETITIVE SEALED TENDERS (1961)COUNTERSPECULATION, AUCTIONS,…A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)A BEHAVIORAL MODEL OF RATIONA…An investigation at the intersection of the sharing economy and supply chain management: a strategic perspective (2021)An investigation at the inter…“Does global sourcing pay-off? A competitive dynamics perspective” (2016)“Does global sourcing pay-off…Reference Prices as Determinants of Business‐to‐Business Price Negotiation Outcomes: An Empirical Perspective from the Chemical Industry (2012)Reference Prices as Determina…Purchasing Competence: A Stakeholder-Based Framework for Chief Purchasing Officers (2011)Purchasing Competence: A Stak…Purchasing Competence: A Stakeholder-based Framework for Chief Purchasing Officers (2011)Purchasing Competence: A Stak…Toward an Ethical Understanding of the Controversial Technology of Online Reverse Auctions (2010)Toward an Ethical Understandi…The impact of evolutionary and developmental metaphors on Purchasing and Supply Management: A critique (2008)The impact of evolutionary an…STRUCTURE–INFRASTRUCTURE ALIGNMENT: THE RELATIONSHIP BETWEEN TQM ORIENTATION AND THE ADOPTION OF SUPPLIER‐FACING ELECTRONIC COMMERCE AMONG MANUFACTURERS (2008)STRUCTURE–INFRASTRUCTURE ALIG…The Impact of Electronic Reverse Auctions on Supplier Performance: The Mediating Role of Relationship Variables (2007)The Impact of Electronic Reve…E‐Reverse Auctions Revisited: An Analysis of Context, Buyer–Supplier Relations and Information Behavior (2007)E‐Reverse Auctions Revisited:…The Impact of Interorganizational Internet Communication on Purchasing Performance: A Study of Chinese Manufacturing Firms (2006)The Impact of Interorganizati…Exploring the barriers to the adoption of e‐auctions for sourcing (2006)Exploring the barriers to the…Electronic reverse auction configuration and its impact on buyer price and supplier perceptions of opportunism: A laboratory experiment (2006)Electronic reverse auction co…Customer expectations in online auction environments: An exploratory study of customer feedback and risk (2006)Customer expectations in onli…Setting the stage for successful electronic reverse auctions (2004)Setting the stage for success…Theory Building From Cases: Opportunities And Challenges (2007)Purposeful Sampling for Qualitative Data Collection and Analysis in Mixed Method Implementation Research (2013)Sample Size in Qualitative Interview Studies (2015)The Discovery of Grounded Theory (2017)Equilibrium Unemployment as a Worker Discipline Device (1986)Property Rights and the Nature of the Firm (1990)Comparative Economic Organization: The Analysis of Discrete Structural Alternatives (1991)A Course in Game Theory (1994)Efficient mechanisms for bilateral trading (1983)The interdisciplinary study of coordination (1994)Document Analysis as a Qualitative Research Method (2009)Qualitative Case Study Methodology: Study Design and Implementation for Novice Researchers (2015)Metodologi Penelitian Kualitatif (2022)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)The Framing of Decisions and the Psychology of Choice (1981)Exploration and Exploitation in Organizational Learning (1991)Handbook of Interview Research (2001)The Field behind the Screen: Using Netnography for Marketing Research in Online Communities (2002)The qualitative research interview (2006)The Measurement of Independent and Interdependent Self-Construals (1994)Varieties of Capitalism (2001)Rethinking individualism and collectivism: Evaluation of theoretical assumptions and meta-analyses. 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this work references cited by second hop

References

  • 1985Naturalistic inquiry45,666 cited
  • 1968The Discovery of Grounded Theory; Strategies for Qualitative Research39,440 cited
  • 1955A BEHAVIORAL MODEL OF RATIONAL CHOICE15,851 cited
  • 1996The Art of Case Study Research15,826 cited
  • 1996Production, Information Costs and Economic Organization9,565 cited
  • 1961COUNTERSPECULATION, AUCTIONS, AND COMPETITIVE SEALED TENDERS7,719 cited
  • 1985The Evolution of Cooperation6,321 cited
  • 1981Optimal Auction Design5,938 cited
  • 2018Culture's Consequences5,455 cited
  • 1988The Long Interview5,219 cited
  • 1995DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES.4,997 cited
  • 1982A Theory of Auctions and Competitive Bidding3,770 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1993STRATEGIC ALLIANCE STRUCTURING: A GAME THEORETIC AND TRANSACTION COST EXAMINATION OF INTERFIRM COOPERATION.2,695 cited
  • 1989Organizational Theories: Some Criteria for Evaluation2,301 cited
  • 1986Auctions and Bidding

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2,253 cited

Cited by

  • 2006Electronic reverse auction configuration and its impact on buyer price and supplier perceptions of opportunism: A laboratory experiment111 cited
  • 2004Setting the stage for successful electronic reverse auctions104 cited
  • 2006Customer expectations in online auction environments: An exploratory study of customer feedback and risk64 cited
  • 2008The impact of evolutionary and developmental metaphors on Purchasing and Supply Management: A critique57 cited
  • 2007E‐Reverse Auctions Revisited: An Analysis of Context, Buyer–Supplier Relations and Information Behavior51 cited
  • 2007The Impact of Electronic Reverse Auctions on Supplier Performance: The Mediating Role of Relationship Variables50 cited
  • 2006Exploring the barriers to the adoption of e‐auctions for sourcing50 cited
  • 2006The Impact of Interorganizational Internet Communication on Purchasing Performance: A Study of Chinese Manufacturing Firms39 cited
  • 2011Purchasing Competence: A Stakeholder-Based Framework for Chief Purchasing Officers30 cited
  • 2010Toward an Ethical Understanding of the Controversial Technology of Online Reverse Auctions29 cited
  • 2012Reference Prices as Determinants of Business‐to‐Business Price Negotiation Outcomes: An Empirical Perspective from the Chemical Industry27 cited
  • 2008STRUCTURE–INFRASTRUCTURE ALIGNMENT: THE RELATIONSHIP BETWEEN TQM ORIENTATION AND THE ADOPTION OF SUPPLIER‐FACING ELECTRONIC COMMERCE AMONG MANUFACTURERS24 cited
  • 2011Purchasing Competence: A Stakeholder-based Framework for Chief Purchasing Officers23 cited
  • 2016“Does global sourcing pay-off? A competitive dynamics perspective”22 cited
  • 2021An investigation at the intersection of the sharing economy and supply chain management: a strategic perspective19 cited