Publications
Publications
- June 2021
- HBS Case Collection
Reversing Course on a Reverse E-Auction (D)
By: Kym Lew Nelson, James K. Sebenius and Alex Green
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
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.