Management Science
Managing Online Auctions: Current Business and Research Issues
Management Science
Software frameworks for advanced procurement auction markets
Communications of the ACM - Software product line
Comparison of the group-buying auction and the fixed pricing mechanism
Decision Support Systems
Relationship preserving auction for repeated e-procurement
Proceedings of the 10th international conference on Electronic commerce
Understanding Willingness-to-Pay Formation of Repeat Bidders in Sequential Online Auctions
Information Systems Research
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B2B auctions play a key role in a firm's procurement process. Even though it is known that repetition is a key characteristic of procurement auctions, traditional auctioneers typically have not put in place a suitable mechanism that supports repetitive auctions effectively. In this paper, we empirically investigate what has taken place in repeated procurement auctions based on real world data from a major outsourcing company of MRO (Maintenance, Repair and Operations) items in Korea. From this empirical study, we discovered the followings. First, we discovered that the repeated bidders contribute majority of all bids, and that the number of new entrants declined significantly as time passes. Second, repeated bidders become inactive and virtually leave the market, particularly if they fail to win in the auctions even though their bid prices were competitive. This implies that repeated bidders with lower winning rates have a higher possibility of becoming inactive. Third, the number of bidders along with the purchase amount and the bidder's previous winning rates are critical factors in determining both the winning bid price in the auction level and the bid price of each bidder. According to these research findings, we recognize that retaining a sufficient number of repeated bidders is crucial in the repeated procurement auction market. This motivates auctioneers to provide incentives to the repeated bidders to retain them in future auctions.