Do Auction Parameters Affect Buyer Surplus in E‐Auctions for Procurement?

Although the initial euphoria about Internet‐enabled reverse auctions has given way to a cautious but widespread use of reverse auctions in business‐to‐business (B2B) procurement, there is a limited understanding of the effect of auction design parameters on buyer surplus. In this paper, we study the effect of bidding competition, information asymmetry, reserve price, bid decrement, auction duration, and bidder type on buyer surplus. We collected field data on more than 700 online procurement auctions conducted by a leading auctioneer and involving procurement items worth millions of dollars. Consistent with the predictions of auction theory, the results indicate that bidding competition, reserve price, and information sharing affect buyer surplus. Unlike previous findings in the consumer‐to‐consumer context, we find that bid decrement and auction duration have no effect in B2B procurement auctions. Our results suggest that use of the rank‐bidding format increases buyer surplus when incumbent suppliers participate in the auction. We discuss the theoretical and managerial implications of these findings for future research and for optimal design of online procurement auctions.     

An Experimental Investigation of Procurement Auctions with Asymmetric Sellers

Electronic reverse auctions are a commonly used procurement mechanism. Research to date has focused on suppliers who are ex ante symmetric in that their costs are drawn from a common distribution. However, in many cases, a seller's range of potential costs depends on their own operations, location, or economies of scale and scope. Thus, understanding how different bidder types impact auction outcomes is key when designing an auction. This study reports the results of the first controlled laboratory experiment designed to compare prices between first‐price and second‐price procurement auctions for homogeneous goods when seller cost types are asymmetric and the number of bidders varies. The results indicate that first‐price auctions generate lower prices regardless of market composition. The results also reveal that first‐price auctions are at least weakly more efficient than second‐price auctions despite the theoretical prediction that the reverse should hold in asymmetric auctions. Post hoc analysis of individual bidders' behavior in first‐price auctions revealed evidence that bidders systematically underbid when their cost realizations were close to the lower bound. Furthermore, bidders adjust their behavior based on the type of the other bidders in the market in a manner inconsistent with theory. Consequently, adding a third bidder to a two‐bidder market is not advantageous to the buyer unless that third bidder is a low‐cost type.     

On E‐Auctions for Procurement Operations

Electronic auctions have revolutionized procurement in the last decade. In many situations, they have replaced negotiations for supplier selection and price setting. While they have often greatly reduced transaction costs and increased competition, they have also encountered problems and resistance from suppliers resenting their intrusion on cooperative supplier/buyer relationships. In response to these issues, procurement auctions have evolved in radical new directions. Buyers use business rules to limit adverse changes. Some procurement auctions allow bidders to offer variants in the specifications of products to be supplied. Most important, some suppliers are allowing bidders to bid on packages of items, not just individual items. This tends to change procurement auctions from zero‐sum fights over supplier profit margins to win‐win searches for synergies. These changes have opened up many new research areas. Researchers are trying to improve how to deal with the computational issues involved in package auctions and to analyze the new auctions forms that are evolving. In general, equilibrium incentives are not known, and dealing with ties in package auctions is an issue. Computer scientists are analyzing the use of computerized bidding agents. Mechanisms that combine auctions with fixed buy prices or with negotiations need to be analyzed.     

Design of Auction Parameters to Reduce the Effect of Collusion

Government departments are increasingly turning to auctions to procure goods and services. Collusion among bidders, however, reduces competition and raises winning bid prices. Since conventional collusion control measures based on the redesign of auction mechanisms are less effective in government procurement auctions, there is a need to devise control measures that decrease the effect of collusion. This article demonstrates how the principles of design of experiments can be applied in a system dynamics model to find the auction parameter values that substantially reduce the effect of collusion in government procurement auctions. This research makes a number of contributions. First, it develops a feedback‐based dynamic mechanism of collusion in government procurement auctions. The mechanism proposes the winning bid price as being determined not by the total number of bidders but by the number of independent bidders. It defines each cartel as one independent bidder regardless of the number of bidders in the cartel. Second, the mechanism is tested by developing a system dynamics model to government auctions for procuring contracts for roadwork projects in India. Third, the principles of experimental design are applied to find the auction parameter values that ensure high bid participation and low winning price‐to‐reserve price ratios.     

Increasing Revenue by Decreasing Information in Procurement Auctions

We report on results of several laboratory experiments that investigate on‐line procurement auctions in which suppliers bid on price, but exogenous bidder quality affects winner determination. In procurement auctions, bidder quality may or may not be publicly known to all bidders, and the effect of this quality transparency on the auction outcome is one aspect of auction design that we examine. The second aspect of auction design that we examine is the effect of price visibility on the auction outcome, and the interaction between price visibility and quality transparency. In terms of price visibility, we consider two extreme cases: the sealed bid request for proposals (RFPs), and the open‐bid dynamic auction event. In terms of bidder quality transparency, we also consider two extreme cases: a setting in which bidder qualities are publicly known and the case in which they are private. We find that in our laboratory experiments, the RFP format is consistent in generating higher buyer surplus levels than does the open‐bid dynamic format. This advantage is independent of the quality transparency. In contrast, the open‐bid format is highly sensitive to quality transparency, generating significantly lower buyer surplus levels when the information about bidder quality is public.     

Split‐Award Procurement Auctions—Can Bayesian Equilibrium Strategies Predict Human Bidding Behavior in Multi‐Object Auctions?

We analyze if and when symmetric Bayes Nash equilibrium predictions can explain human bidding behavior in multi‐object auctions. We focus on two sealed‐bid split‐award auctions with ex ante split decisions as they can be regularly found in procurement practice. These auction formats are straightforward multi‐object extensions of the first‐price sealed‐bid auction. We derive the risk‐neutral symmetric Bayes Nash equilibrium strategies and find that, although the two auction mechanisms yield the same expected costs to the buyer, other aspects of the two models, including the equilibrium bidding strategies, differ significantly. The strategic considerations in these auction formats are more involved than in single‐lot first‐price sealed‐bid auctions, and it is questionable whether expected utility maximization can explain human bidding behavior in such multi‐object auctions. Therefore, we analyzed the predictive accuracy of our equilibrium strategies in the laboratory. In human subject experiments we found underbidding, which is in line with earlier experiments on single‐lot first‐price sealed‐bid auctions. To control for regret, we organize experiments against computerized bidders, who play the equilibrium strategy. In computerized experiments where bid functions are only used in a single auction, we found significant underbidding on low‐cost draws. In experiments where the bid function is reused in 100 auctions, we could also control effectively for risk aversion, and there is no significant difference of the average bidding behavior and the risk‐neutral Bayes Nash equilibrium bid function. The results suggest that strategic complexity does not serve as an explanation for underbidding in split‐award procurement auctions, but risk aversion does have a significant impact.     

Reverse Auctions to Innovate Procurement Processes: Effects of Bid Information Presentation Design on a Supplier's Bidding Outcome

Information technologies (ITs) are being used to innovate various procurement processes. This research study focuses on the supplier‐side effects of IT design choices to conduct reverse auctions, which are increasingly used to procure a wide range of products and services. IT–enabled reverse auctions enhance supplier participation across geographical boundaries, leading to more efficient pricing. However, there are growing concerns about the adverse effects of IT–enabled reverse auctions on a supplier's performance. Supplier‐side issues are gaining prominence in the reverse auction literature and are critical for the long‐term success of reverse auctions. Therefore, we focus on suppliers’ bidding outcomes and assess how the design of an IT–enabled reverse auction facilitates the auction bidding outcomes of participating suppliers. Specifically, we examine the effects of two types of bid information presentation design—full price visibility and partial price visibility—on supplier's auction bidding outcomes, across auctions with different cost certainty and suppliers bargaining power vis‐à‐vis the buyer. The results of this study contribute new knowledge about the ways to use IT for creating effective auction designs and innovating procurement through auctions to enhance both the buyer's and suppliers’ performance. We present the detailed theoretical contributions of our study and discuss the managerial implications for designers of reverse auctions.      

Collusion in Second‐Price Auctions under Minimax Regret Criterion

Collusion in auctions, with different assumptions on distributions of bidders' private valuation, has been studied extensively over the years. With the recent development of on‐line markets, auctions are becoming an increasingly popular procurement method. The emergence of Internet marketplaces makes auction participation much easier and more convenient, since no physical presence of bidders is required. In addition, bidders in on‐line auctions can easily switch their identities. Thus, it may very well happen that the bidders in an auction have very little, if any, prior knowledge about the distributions of other bidders' valuations. We are proposing an efficient distribution of collusive profit for second‐price sealed bid auctions in such an environment. Unlike some known mechanism, which balance the budget only in expectation, our approach (which we call Random k) balances the budget ex‐post. While truth‐telling is not a dominant strategy for Random k, it is a minimax regret equilibrium.     

ASSESSING SOCIAL COSTS OF INEFFICIENT PROCUREMENT DESIGN

This paper considers the social costs implied by inefficient allocation of contracts in a first‐price, sealed‐bid procurement auction with asymmetric bidders. We adopt a constrained (piecewise linear) strategy equilibrium concept and estimate the structural parameters of the bidders' distribution of costs. We estimate social costs defined as the predicted cost difference between the winning firm and the most efficient bidding firm. We also compare the expected procurement costs under two different auction formats. The data is collected from procurement auctions of road painting in Sweden during 1993–1999. The results indicate that the social costs of inefficient contract allocation is about 2% of total potential production cost and that an efficient second‐price auction would lower the expected procurement cost by 2.5%. (JEL: D44, H57, C15)     

Push or Pull? Auctioning Supply Contracts

Consider a buyer, facing uncertain demand, who sources from multiple suppliers via online procurement auctions (open descending price‐only auctions). The suppliers have heterogeneous production costs, which are private information, and the winning supplier has to invest in production capacity before the demand uncertainty is resolved. The buyer chooses to offer a push or pull contract, for which the single price and winning supplier are determined via the auction. We show that, with a pull contract, the buyer does not necessarily benefit from a larger number of suppliers participating in the auction, due to the negative effect of supplier competition on the incentive of supplier capacity investment. We thus propose an enhanced pull mechanism that mitigates this effect with a floor price. We then analyze and compare the outcomes of auctions for push and (enhanced) pull contracts, establishing when one form is preferred over the other based on the buyer's profits. We also compare our simple, price‐only push and pull contract auctions to the optimal mechanisms, benchmarking the performance of the simple mechanisms as well as establishing the relative importance of auction design and contract design in procurement auctions.     

Efficient Multi‐Attribute Multi‐Unit Auctions for B2B E‐Commerce Logistics

This study is the first proposing allocatively efficient multi‐attribute auctions for the procurement of multiple items. In the B2B e‐commerce logistics problem (ELP), the e‐commerce platform is the shipper generating a large number of online orders between product sellers and buyers, and third‐party logistics (3PL) providers are carriers that can deliver these online orders. This study focuses on the ELP with multiple attributes (ELP‐MA), which is generally the problem of matching the shipper's online orders and 3PL providers given that price and other attributes are jointly evaluated. We develop a one‐sided Vickrey–Clarke–Groves (O‐VCG) auction for the ELP‐MA. The O‐VCG auction leads to incentive compatibility (on the sell side), allocative efficiency, budget balance, and individual rationality. We next introduce the concept of universally unsatisfied set to construct a primal‐dual algorithm, also called the primal‐dual Vickrey (PDV) auction. We prove that the O‐VCG auction can be viewed as a single‐attribute multi‐unit forward Vickrey (SA‐MFV) auction. Both PDV and SA‐MFV auctions realize VCG payments and truthful bidding for general valuations. This result reveals the underlying link not only between single‐attribute and multi‐attribute auctions, but between static and dynamic auctions in a multi‐attribute setting.     

网上拍卖销售与逆向拍卖采购下的库存管理

以电子商务为背景研究网上拍卖销售与逆向拍卖采购下的库存管理。在该问题中,零售商一方面利用网上拍卖销售产品,另一方面利用逆向拍卖进行采购。对于单阶段情形,证明网上拍卖下零售商的期望收益函数是采购量的严格递增的凹函数,从而得到零售商的最优采购策略和供应商的最优投标策略。对于多阶段情形,利用马尔可夫决策过程理论建立该问题的最优控制模型,得到零售商的最优采购策略和供应商的贝叶斯-纳什均衡投标策略均与基本库存策略相类似。     

Transparency in Buyer‐Determined Auctions: Should Quality be Private or Public?

We study buyer‐determined procurement auctions where both price and non‐price characteristics of bidders matter for being awarded a contract. Although, in scoring auctions bidders perfectly know how price and non‐price attributes determine the awarding of the contract, this remains uncertain in buyer‐determined auctions where the buyer is free to choose once all bids have been submitted. We analyze the impact of information bidders have with respect to the buyer's awarding decision. As we show theoretically whether it is in the buyer's interest to conceal the impact of non‐price characteristics depends on how important the quality aspects of the procured good are to the buyer: The more important quality aspects are, the more interesting concealment becomes. In a counterfactual analysis using data from a large European procurement platform, we analyze the reduction of non‐price information available to the bidders. Confirming our hypothesis, for auction categories where bidders’ non‐price characteristics strongly influence buyers’ decisions concealment of non‐price information leads to an increase in buyers’ surplus of up to 15% due to higher competitive pressure and lower bids. Conversely, for categories where bidders’ non‐price characteristics are of little importance concealment of non‐price information leads to a decrease in buyers’ surplus of up to 6%.     

Reputation and Mechanism Choice in Procurement Auctions: An Experiment

We experimentally study the role of reputation in procurement using two common mechanisms: price‐based and buyer‐determined auctions. While buyers are bound to buy from the lowest bidder in price‐based auctions, they can choose between bidders in buyer‐determined auctions. Only the latter buyers can consider the reputation of bidders. We find that bidders supply higher quality in buyer‐determined auctions leading to higher market efficiencies in these auctions. Accordingly, buyers prefer the buyer‐determined auction over the price‐based auction, while only half of the bidders do so. A more detailed analysis of buyers' and bidders' behavior and profits provides insights into their mechanism choice.     

Electronic Markets for Truckload Transportation

A wide variety of electronic marketplace formats are used in the Truckload (TL) transportation industry, including combinatorial auctions, private and public exchanges, and electronic catalogs. Combinatorial multi‐attribute auctions are commonly used strategically to populate electronic catalogs, commonly called “routing guides,” with pricing, assignments, and priority logic. Private and public exchanges are used to complement the electronic catalogs in cases where the catalog fails. This paper discusses the TL transportation market, places the procurement of services in the context of electronic marketplace formats, and illustrates how these are currently used.     

Does Security Impact E‐procurement Performance? Testing a Model of Direct and Moderated Effects

Despite the widespread adoption of e‐procurement and the critical role of information security in these situations, academic research examining the relationship between information security and e‐procurement performance has been surprisingly minimal. This study represents an interdisciplinary approach to present and test a theoretical model that links security in e‐procurement processes to e‐procurement performance. E‐procurement performance is measured as a combination of cost savings, order quality, and satisfaction of fulfillment as perceived by buyers. The model also posits that two aspects of the procurement process will enhance the value of security in e‐procurement, namely, process complexity and process interdependence. We empirically examine these relationships using data collected from procurement managers. Our results have important implications for managing the e‐procurement process.     

E‐Procurement Infusion and Operational Process Impacts in MRO Procurement: Complementary or Substitutive Effects?

The procurement of maintenance, repair, and operating (MRO) goods has remained a relatively understudied topic in the literature. Though vital cost efficiencies can be extracted from procurement processes through investments in e‐procurement systems, there is little empirical work that addresses how such systems should be deployed within organizations. In this study, we focus on the role of e‐procurement systems in MRO procurement and study two critical aspects of infusion. The first dimension captures the depth of e‐procurement use within the procurement function, while the second dimension depicts the breadth of use. We argue that these two dimensions of e‐procurement use, and their interaction, will be related to the performance of the MRO procurement process. Using survey data from 193 service organizations and structural equation modeling techniques, we show that the two infusion dimensions are significantly associated with improved process performance. Additionally, we show a substantial substitutive effect between the two use dimensions on performance. Our work has significant implications for managers who seek to gain efficiencies by the deployment of Internet‐based technologies within operational processes. Our conceptualization of e‐procurement infusion along two dimensions provides a more fine‐grained analysis of performance benefits accruing from the infusion of information technologies within organizations.     

多属性采购拍卖理论与应用评述

仅以价格作为确定获胜者的唯一准则已经不能满足许多行业采购拍卖的实际要求.实用中,为确定获胜者,除价格外还需要考虑采购品的其它重要的非价格属性(包括其它的成本型属性和效益型属性),如采购品的质量、交割日期和交割条款等.因此,多属性拍卖理论的发展变得极其重要.由单属性拍卖拓展到多属性拍卖已经引起一系列挑战性的问题.文中介绍了多属性采购拍卖的应用领域和需要研究的理论问题;把多属性采购拍卖分为两类(博弈论模型和决策论模型),并对相关文献的建模假设、主要思想和结论进行回顾和评述.     

Speculation in Standard Auctions with Resale

In standard auctions resale creates a role for a speculator—a bidder who is commonly known to have no use value for the good on sale. We study this issue in environments with symmetric independent private‐value bidders. For second‐price and English auctions the efficient value‐bidding equilibrium coexists with a continuum of inefficient equilibria in which the speculator wins the auction and makes positive profits. First‐price and Dutch auctions have an essentially unique equilibrium, and whether or not the speculator wins the auction and distorts the final allocation depends on the number of bidders, the value distribution, and the discount factor. Speculators do not make profits in first‐price or Dutch auctions.     

An Exploratory Study of Procurement Strategies for Multi‐Item RFQs in B2B Markets: Antecedents and Impact on Performance

This research explores procurement strategies for multi‐item requests for quotation (RFQs) in business‐to‐business (B2B) markets using responses from 825 purchasing professionals. The study first establishes procurement strategies that differ based on their level of strategic emphasis, i.e., the importance that is placed on the pursuit of four strategic objectives. Underlying objectives, which are obtained via factor analysis, include the focus on price, security of supply, internal procurement efficiencies, and bundle building. Next, cluster analysis is used to derive prototypical strategic approaches. The three cluster groups that emerge possess the same relative ranking of the four objectives, but differ based on the intensity with which these objectives are pursued. The clusters are labelled as the three strategic groups of strategists, opportunists, and responders. The research then explores, using an industrial buyer behavior lens, the impact of environmental antecedents in determining a particular strategy. Environmental variables include purchase importance, market uncertainty, supply base availability, buyer bargaining power, item experience, and supply base experience. Finally, the study tests the impact of procurement strategy on the buyer's perceived performance, suggesting that strategists, placing more emphasis on the pursuit of strategic sourcing objectives, achieve better performance than opportunists and responders.