Open Access Conference Proceedings

This paper offers a new perspective on factors influencing the results of reverse electronic auctions (e-auctions) in purchase. Using the expert-performance approach established by Ericsson and Towne [1], we examine the claim by Smeltzer and Carr [2] that qualified and experienced buyers tend to perform better in e-auctions. Financial savings are used as the measure of the performance. Repeated execution of e-auctions, practitioner’s conference participation and positive feedback from supervisors are considered to be the factors of ‘deliberate practice’ described in Ericsson and Towne [1]. ANOVA and correlation is used as a statistical method to examine the data from e-auctions conducted by Czech and Slovak organizations. We conclude that expertise influences the results of e-auctions and mainly the factor of coaching and mentoring can enhance company’s performance.

Keywords: reverse electronic auctions, expert-performance approach, deliberate practice, expertise in purchase

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