• Login
    View Item 
    •   Vlerick Repository Home
    • Research Output
    • Articles
    • View Item
    •   Vlerick Repository Home
    • Research Output
    • Articles
    • View Item
    JavaScript is disabled for your browser. Some features of this site may not work without it.

    Browse

    All of Vlerick RepositoryCommunities & CollectionsPublication DateAuthorsTitlesSubjectsKnowledge Domain/IndustryThis CollectionPublication DateAuthorsTitlesSubjectsKnowledge Domain/Industry

    My Account

    LoginRegister

    Contact & Info

    ContactVlerick Journal ListOpen AccessVlerick Business School

    Statistics

    Display statistics

    The Use of Procedural Fairness in Electronic Reverse Auctions to Enhance Relationship Quality

    • CSV
    • RefMan
    • EndNote
    • BibTex
    • RefWorks
    Publication type
    Vlerick strategic journal article
    Author
    Muylle, Steve
    Standaert, Willem
    Publication Year
    2016
    Journal
    Psychology & Marketing
    Publication Volume
    33
    Publication Issue
    4
    Publication Begin page
    283
    Publication End page
    296
    
    Metadata
    Show full item record
    Abstract
    In this study, the use of procedural fairness by a buying organization in an electronic reverse auction (ERA) is examined. Drawing on the literature, a conceptual model is developed that relates procedural fairness to two key ERA outcomes: relationship quality and quality of the offering. The hypothesized relationships between procedural fairness and quality outcomes are empirically tested through a global field study with 179 procurement professionals in multinational companies, and explored through a supporting field study with 31 sales professionals from supplier firms. The results show that the use of procedural fairness by a buying organization is positively related to relationship quality and quality of the offering, without jeopardizing price savings. In addition, the positive association between procedural fairness and relationship quality is found to increase in the case of a repeat auction. This study contributes to the relationship marketing literature by examining how procedural fairness can mitigate relationship quality concerns in ERA use by buying organizations.
    Keyword
    Response Rates, Organizational Citizenship, Justice, Buyer, Performance, Impact
    Knowledge Domain/Industry
    Marketing & Sales
    DOI
    10.1002/mar.20875
    URI
    http://hdl.handle.net/20.500.12127/5452
    ae974a485f413a2113503eed53cd6c53
    10.1002/mar.20875
    Scopus Count
    Collections
    Articles

    entitlement

     
    DSpace software (copyright © 2002 - 2022)  DuraSpace
    Quick Guide | Contact Us
    Open Repository is a service operated by 
    Atmire NV
     

    Export search results

    The export option will allow you to export the current search results of the entered query to a file. Different formats are available for download. To export the items, click on the button corresponding with the preferred download format.

    By default, clicking on the export buttons will result in a download of the allowed maximum amount of items.

    To select a subset of the search results, click "Selective Export" button and make a selection of the items you want to export. The amount of items that can be exported at once is similarly restricted as the full export.

    After making a selection, click one of the export format buttons. The amount of items that will be exported is indicated in the bubble next to export format.