No / This chapter examines the role of business-to-business electronic reverse auctions (eRAs), one tool in the armoury of e-purchasing used by businesses including retailers. It tracks the development of this particular technology through the hype cycle and presents some propositions to maximise the use of eRAs as an effective e-purchasing tool. It also explains the damaging effect of the early negative perceptions and underlines the difficulty in overcoming them.

MBA Professional Report / Aproved for public release; distribution is unlimited. / In light of the limited recognition of electronic reverse auctions (e-RA) in the acquisition field, the purpose of this research paper is to further the use of e-RAs throughout the federal government and the Department of Defense (D0D). By exploring a multitude of auction types and designs that have been or are currently being used in the private sector, these practices set a basis for researching the auction types being used in the public sector. This paper further explores the regulations guiding the use of e-RAs and investigates the federal government's application of reverse auctions through studies, reports, and interviews with users of e-RAs. Details as to what attributes are prevalent in these e-RAs, what features are best suited for e-RAs, and what benefits have been derived from the use of e-RAs in the federal government are also included. Finally, the researchers found that e-RAs have increased transparency, cost savings, and efficiencies in the acquisition process. Although reverse auctions are being used effectively, the researchers found that there are still opportunities for improvement including incorporating a fully functional best-value tool into e-RA technology and developing more thorough federal guidance on e-RAs as an alternative pricing method.

This thesis is focused on analysis of the use of electronic reverse auctions in the construction industry in Slovakia. The theoretical part provides the basic concepts, types and participants of electronic auctions. There are also analysed in detail the electronic reverse auctions as an important tool for procurement processes in the construction industry. The practical part deals with the analysis and subsequent recommendation for the construction sector - through a questionnaire survey.

Submitted by Patricia Carneiro Leão de Amorim (pclamorim@hotmail.com) on 2013-12-13T19:23:49Z No. of bitstreams: 1 Versão final encaminhada a biblioteca para submissão.com o doc. de aprovação corrigido.em word.docx: 3188647 bytes, checksum: ad3a8970b862902ac8ad0cca609e0fd4 (MD5) / Rejected by ÁUREA CORRÊA DA FONSECA CORRÊA DA FONSECA (aurea.fonseca@fgv.br), reason: Prezada Patrícia, O arquivo tem que ser em PDF e não em Word. Favor submeter novamente com o PDF. Aurea SRA on 2013-12-16T12:22:37Z (GMT) / Submitted by Patricia Carneiro Leão de Amorim (pclamorim@hotmail.com) on 2013-12-18T04:00:24Z No. of bitstreams: 1 Versão final encaminhada a biblioteca para submissão.com o doc. de aprovação corrigido.em PDF.pdf: 3304592 bytes, checksum: 02d98b0262d97422f18c65d06144ca4d (MD5) / Approved for entry into archive by ÁUREA CORRÊA DA FONSECA CORRÊA DA FONSECA (aurea.fonseca@fgv.br) on 2014-01-28T17:52:56Z (GMT) No. of bitstreams: 1 Versão final encaminhada a biblioteca para submissão.com o doc. de aprovação corrigido.em PDF.pdf: 3304592 bytes, checksum: 02d98b0262d97422f18c65d06144ca4d (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2014-02-03T16:13:42Z (GMT) No. of bitstreams: 1 Versão final encaminhada a biblioteca para submissão.com o doc. de aprovação corrigido.em PDF.pdf: 3304592 bytes, checksum: 02d98b0262d97422f18c65d06144ca4d (MD5) / Made available in DSpace on 2014-02-03T16:13:56Z (GMT). No. of bitstreams: 1 Versão final encaminhada a biblioteca para submissão.com o doc. de aprovação corrigido.em PDF.pdf: 3304592 bytes, checksum: 02d98b0262d97422f18c65d06144ca4d (MD5) Previous issue date: 2012-11-30 / This work investigates the impact of lowest price bids made through the system of electronic reverse auctions, as seen in the performance and execution of continuous contracts negotiated by the Superintendency of Adminstration for the Advocacia Geral da União (AGU) in Pernambuco, Brazil, during the period between 2006 and 2010. The research was based on the premise that contracting lowest price bidders can stimulate a dip in prices offered by other bidders, leading to contracts with extremely low values that negatively affect the performance of services. Such contracts may be rife with problems and reduce the overall life span of continuous contracts. These apparent savings, a result of intense competition characteristic to the bidding manner of reverse auctions, should be questioned. The results of this study confirm this premise, showing that 55% of contracts generated through the electronic bidding system have serious issues, and 31% of these contracts resulted in a unilateral termination for breach of contractual terms. An inverse relationship between the initial savings generated in the bidding and contract expiration time was identified - the greater the difference between the estimated value and that which was negotiated during the bidding process, the shorter the duration of the contract. Therefore, hiring well below the market price generates contracts with short lifespans and many problems. Data analyses indicate a need to relativize the adoption of the reverse auction bidding system and reconsider its implications for continuous, effective services. / O presente trabalho investiga os impactos das licitações do tipo menor preço, realizadas por meio de Pregão eletrônico, no desempenho das execuções dos contratos contínuos, efetivados pela Superintendência de Administração da AGU em Pernambuco - SAD/PE -, no período de 2006 a 2010. Teve como proposição a premissa de que a contratação do tipo menor preço pode, em função de suas próprias características, estimular uma redução excessiva nos preços ofertados pelos licitantes e originar contratações com valores muito baixos que interferem de forma negativa no desempenho da prestação dos serviços, gerando infrações contratuais e diminuindo a vida útil dos contratos contínuos. A aparente economia, consequência da acirrada competição nos leilões invertidos, que caracterizam a modalidade licitatória Pregão, em médio e longo prazo, pode ser questionada. Os resultados confirmaram a proposição, evidenciando um percentual de 55% dos contratos, oriundos de Pregão eletrônico, com infrações e 31%, rescindidos unilateralmente por descumprimento de cláusulas contratuais. Foi identificada uma relação, de força moderada, inversamente proporcional entre a economia inicial gerada na licitação e o tempo de execução dos contratos, sugerindo uma tendência no sentido de que - quanto maior a diferença entre o valor referencia e o contratado na licitação, menor o tempo de execução do contrato, pois, parte das contratações muito abaixo do preço de mercado, geraram contratos com pequena vida útil e com muitas infrações. As análises dos dados apontam para a necessidade de se relativizar a adoção da modalidade licitatória Pregão, repensando-se a sua indicação para serviços continuados