Effect of a new potential supplier on business to business negotiations performance: evidence-based analysis
Technology innovations significantly determine supplier selection and competition in supply chains. We are enhancing current research using empirical data and examining new supplier effect on procurement performance in terms of (1) transparency (2) market structure (3) competition and (4) effect siz...
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| Veröffentlicht in: | Electronic commerce research 2023-09, Vol.23 (3), p.1941-1970 |
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| container_end_page | 1970 |
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| container_issue | 3 |
| container_start_page | 1941 |
| container_title | Electronic commerce research |
| container_volume | 23 |
| creator | Delina, Radoslav Olejarova, Renata Doucek, Petr |
| description | Technology innovations significantly determine supplier selection and competition in supply chains. We are enhancing current research using empirical data and examining new supplier effect on procurement performance in terms of (1) transparency (2) market structure (3) competition and (4) effect size. Through clustering, Mann–Whitney U tests, correlation effect size and CHAID classification algorithm we have found that a new potential supplier generates higher savings than only qualified suppliers in negotiation with higher effect in a transparent environment (additional 3.4% savings). We have identified the effect of the price premium for the procurer between 1.9 and 9.1% based on different procurement strategies. |
| doi_str_mv | 10.1007/s10660-021-09524-6 |
| format | Article |
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| ispartof | Electronic commerce research, 2023-09, Vol.23 (3), p.1941-1970 |
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| language | eng |
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| source | SpringerLink Journals; Business Source Complete |
| subjects | Algorithms Business and Management Clustering Competition Component and supplier management Computer Communication Networks Data Structures and Information Theory e-Commerce/e-business Empirical analysis IT in Business Negotiations Operations Research/Decision Theory Prices Procurement Suppliers Supply chains Technology assessment Transparency |
| title | Effect of a new potential supplier on business to business negotiations performance: evidence-based analysis |
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