BUYER INTENTION TO USE INTERNET-ENABLED REVERSE AUCTIONS: THE ROLE OF ASSET SPECIFICITY, PRODUCT SPECIALIZATION, AND NON-CONTRACTIBILITY

• 成果类型: Article
• 署名作者: Mithas, Sunil; Jones, Joni L.; Mitchell, Will
• 署名单位: University System of Maryland; University of Maryland College Park; State University System of Florida; University of South Florida; Duke University
• 刊物名称: MIS QUARTERLY
• ISSN/ISSBN: 0276-7783
• 发表日期: 2008
• 页码: 705-724
• 关键词: information-technology; electronic markets; supplier relations; interorganizational cooperation; performance impacts; firm; satisfaction; antecedents; integration; management

摘要

Information technology enabled exchanges in electronic markets have significant implications for buyer-supplier relationships. Building oil studies that emphasize the role of intangible assets in interolganizational relationships, this study argues that buyers are less likely to use reverse auctions for supplier relationships involving a high degree of non-contractibility. The argument complements traditional transaction cost economics arguments that focus oil the impact of asset specificity and product specialization. We identify six dimensions of non-contractibility-quality, supplier technological investments, information exchange, responsiveness, trust, and flexibility-which encompass task-based and interaction-based non-contractibility. The study finds that, together with product specialization, these non-contractible elements of interorganizational relationships have greater explanatory power for re verse auction use than asset specificity. This result highlights the importance of supplier investments in non-contractible elements of exchange relationships in an increasingly dynamic service- and knowledge-based economy.