Procurement auctions and negotiations: An empirical comparison

Wu, Shikui; Kersten, Gregory E.

doi:10.1080/10919392.2017.1363576

Cited by 7 publications

(7 citation statements)

References 59 publications

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“…Following the design science research approach, the design of these artifacts can be evaluated through various methods (e.g., experiments). Experimental studies have been conducted to assess the systems, to compare the mechanisms, and to examine the participants' behavior and outcomes (e.g., Bellantuono et al, 2014;Kersten, Gimon and ShiKui, 2013;Kersten, Vahidov and Gimon, 2013;Wu and Kersten, 2017;Yu, Kersten and Vahidov, 2015). Note that auctions and negotiations can be considered as a class or type of mechanisms, and each type may contain a number of instantiations of these mechanisms (i.e., variants of mechanisms) (Wu, Kersten and Vahidov, 2014).…”

Section: Imarasmentioning

confidence: 99%

“…Some common findings show that indeed the mechanisms affect the process and outcomes. For instance, auctions overall lead to higher level of competition among the bidders and thus favor the auction host with substantive outcomes, while negotiations can generate more balanced contracts (e.g., Bellantuono et al 2014;Kersten, Vahidov and Gimon, 2013;Wu and Kersten, 2017).…”

Section: Imarasmentioning

confidence: 99%

“…;Kersten, Roszkowska & Wachowicz (2016;Kersten & Wu (2010); Kersten, Wu & Oertel (2011); Vahidov & Kersten (2012a, b); Vahidov, Kersten & Yu (2017); Wachowicz, Kersten & Roszkowska (2019); Wu, Kersten & Beaudry (2012); Yu & Kersten (2018)ImbinsIt supports multi-bilateral multi-issue negotiations and allows users to employ graphical tools for alternative gen-eration and assessment Bellantuono et al (2014)Kersten, Vahidov & Gimon (2013);;Wu & Kersten (2017); Yu,Kersten & Vahidov (2015);Yu, Kersten & Wu (2008)…”

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confidence: 99%

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Design science research approach in studying e-negotiations: models, systems, experiments

2021

Control and Cybernetics

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Inspired and led by Dr. Gregory E. Kersten, a number of research projects have been conducted at the InterNeg Research Centre. This paper intends to acknowledge Dr. Kersten’s unique role as a pioneer in e-negotiation research, particularly in exploring and integrating various elements in e-negotiations. From the design science research perspective, this paper reviews a series of relevant research works in e-negotiation modeling, system design and development, and experimental studies. This provides an integrative view of interconnected elements in this field, and also helps framing the various studies into different aspects and stages of e-negotiation research. The paper then suggests several guidelines and directions for future design science research in e-negotiations.

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Section: Imarasmentioning

confidence: 99%

Section: Imarasmentioning

confidence: 99%

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confidence: 99%

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Design science research approach in studying e-negotiations: models, systems, experiments

2021

Control and Cybernetics

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“…Ye et al [18] define the project level competition intensity measurement as the extent to which competition happens in a pool of contractors who are bidding for common construction works. Wu and Kersten [19] found out that more efficient and balanced contracts between a buyer and a supplier can be better reached by negotiations than auctions. An interesting finding on the interaction between competition and corruption has been brought by Celentani and Ganuza [20].…”

Section: State Of the Artmentioning

confidence: 99%

Analysis of Construction Auctions Data in Slovak Public Procurement

Hanák

Serrat

2018

Advances in Civil Engineering

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The requirement for efficient public spending leads contracting authorities to use electronic reverse auctions (e-RA), a tool that allows achieving financial savings. In this study, we aim to explore the relationships between the different acting e-RA variables and to check for predictive models in order to infer on the savings amount in construction public procurement. Data on real construction auctions in Slovakia were statistically analysed by means of graphics tools, multiple regression analysis, test, and statistics for measuring the association between categorical variables. The results revealed that one should take the type of contract into account when considering the use of e-RA. This research provides several implications for purchasing practitioners in the area of construction procurement, especially with regard to the level of competition in the auction and estimation of savings potential. Presented findings aid managerial decision-making process of e-RA adoption. At the end, recommended future research directions in the investigated area are outlined.

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“…Wilson, 2002, 2005;Gerke and Stiller, 2006;Gattiker et al, 2007), as well field studies (e.g. Bajari et al, 2009;Kaufmann and Carter, 2004;Wu and Kersten, 2017) compare auctions to negotiations in terms of their profitability and efficiency. These studies identify and discuss conditions under which auctions may outperform negotiations in terms of their profitability for buyers and sellers as well as their efficiency.…”

Section: Introductionmentioning

confidence: 99%

Auctions vs. negotiations in vertically related markets

2020

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In a two-tier industry with bottleneck upstream and two downstream firms producing vertically differentiated goods, we identify conditions under which the upstream supplier chooses exclusive or non-exclusive negotiations, or an English auction to sell its essential input. Auctioning off a two-part tariff contract is optimal for the supplier when its bargaining power is low and the final goods are not too differentiated. Otherwise, the supplier enters into exclusive or non-exclusive negotiations with the downstream firm(s). Finally, in contrast to previous findings, an auction is never welfare superior to negotiations.

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Procurement auctions and negotiations: An empirical comparison

Cited by 7 publications

References 59 publications

Design science research approach in studying e-negotiations: models, systems, experiments

Design science research approach in studying e-negotiations: models, systems, experiments

Analysis of Construction Auctions Data in Slovak Public Procurement

Auctions vs. negotiations in vertically related markets

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