Many industries utilize competitive, online reverse auctions for industrial procurement. In many of these auctions, the lowest price bidder is not guaranteed to be the winner and the buyer has full latitude to select the winner from any of the qualified bidders. What are the competitive bidding strategies of bidders in these online auctions? Using an adaptive hierarchical bounded rationality mi...

Culture is the most basic cause of a person’s wants and behavior. Country, like China, who has such a long history, has rich culture background. So it is very critical for international cooperates who want to do business in China to know about Chinese culture and how it works to buyers’ behavior. Starting from Chinese culture in Marketing context, this paper discusses how culture influence buye...

AbstrAct Limited studies have investigated online consumer loyalty and retention from a relationship orientation in electronic commerce research. It is important to understand the differences in relationship orientations between people who have the propensity to stick to particular Web sites (" stayers ") and people who have the propensity to switch to alternative Web sites (" switchers "). Thi...

This article reviews literature on competitiveness of agricultural product and input markets. Although researchers in the United States and Europe emphasize different stages of the agricultural and food marketing system, their focus is similar: extent of buyer power, although both have largely ignored the sector supplying inputs to agriculture. The key conclusion is that there is little robust ...

We study the effects of improvements in eBay’s rating mechanism on seller exit and continuing sellers’ behavior. Following a large sample of sellers over time, we exploit the fact that the rating mechanism was changed to reduce strategic bias in buyer rating. That improvement did not lead to increased exit of poorly rated sellers. Yet, buyer valuation of the staying sellers—especially the poorl...

This research examines how local network effects contribute to the costs of switching vendors, and how such effects differ according to the organization of the IT function. Our results indicate that the costs to ensure compatibility among local area network devices is a major source of switching costs in the markets for routers and switches, and that switching costs increase with the size of a ...

The Internet has made a wealth of new tools available to the industrial buyer. However, researchers have suggested that computer mediated interaction with suppliers may not be conducive to strong supplier relationships in general and to trust in particular. This paper compares two computer-mediated sourcing tools (email negotiation and Internet reverse auctions) with face-to-face negotiation. I...

A widely held position observed through the lens of transaction cost theory (TCT) has been the role of information technology in decreasing transaction costs between buyers and suppliers and in creating more market based governance structures. However, observations have not supported this contention. In particular, buyer-supplier dyads often engage in cooperative behavior that could offset oppo...