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Online Reverse Auctions Use and the Dance of Trust: Maintaining or Deteriorating Relationships

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Date
2008
Dewey
Marketing
Sujet
Online reverse auctions; Online trust; Rumor; Trust; Ditrust; Unethical behavior; Opportunism; Electronic commerce
JEL code
D44; D83; D81; O32; L15
Journal issue
Journal of Management Information Systems
Volume
24
Number
4
Publication date
03-2008
Article pages
175-197
Publisher
M. E. Sharpe, Inc.
DOI
http://dx.doi.org/10.2753/MIS0742-1222240407
URI
https://basepub.dauphine.fr/handle/123456789/2579
Collections
  • DRM : Publications
Metadata
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Author
Charki, Mohamed Hédi
Josserand, Emmanuel
Type
Article accepté pour publication ou publié
Abstract (EN)
This research explores the effect of the introduction of online reverse auctions (ORAs) on interorganizational trust between buyers and suppliers in the retail industry. Building upon the notion of the spirit of the technology and the organizing vision, we shed light on the "equivoque" nature of ORAs. In an integrative model, we show how the desocialization associated with the introduction to ORAs can lead to distrust. Our findings show specifically the importance of the role played by technical problems and rumors.

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