From Tough Negotiation to Complex Integration: Implications of Adversarial and Collaborative Relationships on Electronic Procurement Systems

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Author(s): Tadhg Nagle (National University of Ireland, Galway, Ireland), Patrick Finnegan (University College Cork, Ireland) and Jeremy Hayes (University College Cork, Ireland)
Copyright: 2009
Volume: 22
Issue: 4
Pages: 21
Source title: Information Resources Management Journal (IRMJ)
Editor(s)-in-Chief: Pankaj Kamthan (Concordia University), Dirk Stelzer (TU Ilmenau), Andrew Borchers (Lipscomb University), Zane L. Berge (Univ of Maryland Baltimore County), Angela T. Ragusa (Charles Sturt University), Sherif H. Kamel (The American University in Cairo), Peter Fettke (Saarland University), Shirley Fedorovich (Embry-Riddle Aeornautical University), Nabeel Al-Qirim (United Arab Emirates University), Stu Westin (University of Rhode Island), Murray Eugene Jennex (San Diego State University), Philip Powell (University of London), Gian Piero Zarri (University Paris-Est - LISSI Laboratory), Annette M. Mills (University of Canterbury), Jing Quan (Salisbury University), George Ditsa (Tshwane University of Technology), Makoto Nakayama (DePaul University), Alan R. Peslak (Penn State University), Merrill Warkentin (Mississippi State University), Fiona Fui-Hoon Nah, Amar Gupta (University of Arizona), Wen-Chen Hu (University of North Dakota), Pauline Ratnasingam (University of Central Missouri), Mohamed Taher (Ontario Multifaith Council), Juergen Seitz (Baden-Wuerttemberg Cooperative State University), Julie Kendall (Rutgers University), Steven Sheng-Uei Guan (Xian Jiatong-Liverpool University), Waleed Farag (Indiana University of Pennsylvania), Toshio Mitsufuji (Ritsumeikan University), Indranil Bose (University of Hong Kong), Hakikur Rahman (University of Minho), Sajjad Jasimuddin (Euromed Management), Mark Anthony Toleman (University of Southern Queensland), Sheng Uei DUPE Guan (Xian Jiatong-Liverpool University), Albert Boonstra (University of Groningen), Farhad Daneshgar (University of New South Wales), Marlyn Kemper Littman (Nova Southeastern University), Stephanie Teufel, Craig DUPE Van Slyke (Saint Louis University), Edward Szewczak (Canisius College), Qingyu Zhang (Arkansas State University), Isola Ajiferuke (University of Western Ontario), Anabela Mesquita (ISCAP / IPP), Rochelle Brooks (Viterbo University), Peter Kueng (Credit Suisse), Piergiuseppe Morone (University of Foggia), Fjodor Ruzic (Institute for Informatics), Kai Jakobs (RWTH Aachen University), Bradford Eden (University of California, Santa Barbara.), Andrew S. Targowski (Western Michigan University), Costas Vassilakis (University of Peloponnese), Anthony Scime (SUNY Brockport), Jan Frick (University of Stavanger), Coral Snodgrass (Canisius College), Stuart Diaz Galup (Florida Atlantic University), Abdul Samad Kazi (VTT-Technical Research Centre of Finland), Janice Sipior (Villanova University), Robert W. Stone (University of Idaho), Mirza B. Murtaza (Middle Tennessee State University), George Kelley (University of Massachusetts), Thomas Jackson (Loughborough University), Bernard Mark Garrett (University of British Columbia), Tanya McGill (Murdoch University), Bongsug Chae (Kansas State University), David Paper (Utah State University), Anil K. Aggarwal (University of Baltimore), Ross A. Malaga (Montclair State University), Bryan Christiansen (Gumushane University), Vincent Siuking Lai (Chinese University of Hong Kong), Charlene Dykman (University of St. Thomas), J. Michael Tarn (Western Michigan University - Haworth College of Business), Chuleeporn Changchit (Texas A&M University - Corpus Christi), Bay Arinze (Drexel University), Stanley Lewis (Troy University), Arthur Tatnall (Victoria University), Mahesh S. Raisinghani (Texas Woman's University), Abdul Jaleel Kehinde Shittu (University Utara Malaysia), Mehdi Khosrow-Pour (Information Resources Management Association, USA), Hui Cao, Yefim Kats, Donna McAlister Kizzier, Ta-Tao Chuang and Ferry Jie
DOI: 10.4018/irmj.2009061904
ISSN: 1040-1628
EISSN: 1533-7979

Keywords: Information Resources Management / Information Science Reference / Library and Information Science

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Abstract

For many organisations e-Procurement has become a necessity. Nevertheless, while e-procurement has generated considerable hype the phenomenon is generally under-researched despite the fundamental impact that e-Procurement has on the nature of inter-organisational relationships This paper explores the effects that business-to-business relationships have on e-Procurement systems using a field study of 6 companies. The study classifies business-to-business (B2B) relationships as being adversarial and collaborative, where adversarial relationships include attributes such as tough negotiation, short-term contracts and multiple sourcing, while collaborative relationships include cooperation, mutual benefit and trust, strategies such as cross-functional team decision-making, supply base rationalisation, and long-term contracts. The effects of both relationships on the electronically supported transaction phases of the procurement lifecycle are examined. The research findings indicate that adversarial relationships have most effect on the sourcing phases whereas collaborative relationships most affect the, fulfilment, and consumption phases of the procurement cycle. This further highlights the need for practitioners to manage and understand the interorganisational relationships within their business.

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From Tough Negotiation to Complex Integration: Implications of Adversarial and Collaborative Relationships on Electronic Procurement Systems

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