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  • June 2021
  • Supplement
  • HBS Case Collection

Reversing Course on a Reverse E-Auction (D)

By: Kym Lew Nelson, James K. Sebenius and Alex Green
  • Format:Print
  • | Language:English
  • | Pages:2
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Abstract

Global consumer products powerhouse LSP has found enormous savings in a trial run of a new competitive bidding tool for their procurement organization known as a reverse e-auction. But when Jen Baldwin is asked to achieve the same savings from her suppliers for a product used by her own division, things turn out to be much more complex, revealing the benefits and drawbacks of using the tool to reduce prices, maintain supplier relationship and garner savings for the company.

Keywords

Reverse E-auctions; Bids and Bidding; Auctions; Complexity; Cost vs Benefits

Citation

Lew Nelson, Kym, James K. Sebenius, and Alex Green. "Reversing Course on a Reverse E-Auction (D)." Harvard Business School Supplement 921-054, June 2021.
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About The Authors

Kym Lew Nelson

Negotiation, Organizations & Markets
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James K. Sebenius

Negotiation, Organizations & Markets
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More from the Authors
  • Christiana Figueres and the Collaborative Approach to Negotiating Climate Action By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
  • Aleksander Ceferin and the European Super League By: Thomas Graeber, Nour Kteily, James K. Sebenius and Matthew (Matt) Higgins
  • Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning By: James K. Sebenius and Michael Singh
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