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Do I Hear 5 Million Euros? The Story of a Reverse Auction: Econia.com and Scotts (A)

By Luk Van Wassenhove
Published 01 Jan 2001
Reference 4939
Topic Operations
Industry Information Technology and Services
Region Europe
Length 11 page(s)
Language English
Inspection copy
6.00
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Summary

The A-case describes the first experience of a company with reverse auctions for purchasing. Although quite a few things go wrong, the auction is a success.

Teaching objectives

Internet auctions and their usefulness in B2B purchasing How to learn quickly from a few experiences How the Internet is changing the purchasing function in companies Change management and especially resistance to change from the buyers

Keywords
  • AR2001
  • RD0301
Related case to use with this case

Do I Hear 5 Million Euros? The Story of a Reverse Auction: Econia.com and Scotts (B)

By  Luk Van Wassenhove

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    About the author
    Van Wassenhove

    Luk Van Wassenhove

    Emeritus Professor of Technology and Operations Management

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