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

Published 01 Jan 2001
Reference 4939
Topic Operations
Region Europe
Length 11 page(s)

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

  • AR2001
  • RD0301