FACTORS INFLUENCING NEGOTI ATION IN THE SOURCING PROCESS BETWEEN PARTNERS IN E-PROCUREMENT: A FOCUS ON ACTORS

InteractionFACTORS INFLUENCING NEGOTI
ATION IN THE SOURCING
PROCESS BETWEEN PARTNERS IN E-PROCUREMENT: A
FOCUS ON ACTORS

Noraizah Abu Bakar, School of Business IT an
d Logistics, RMIT University, Melbourne,
Victoria, Australia, noraiza
h.abubakar@student.rmit.edu.au
Konrad Peszynski, School of Business IT a
nd Logistics, RMIT University, Melbourne,
Victoria, Australia, konrad.peszynski@rmit.edu.au

Abstract

Negotiation is an essential business activity for est
ablishing trade relationships between partners
(Yuan and Turel 2004). As the business environment
becomes more dynamic in this global setting,
negotiation between partners is required more o
ften. Negotiation is the key decision-making
approach used to reach consensus whenever partn
ers cannot achieve their goals (Thompson 2000).
Advanced technologies such as e-procurement c
an facilitate effective solutions for negotiation
between trading partners (Bichler et al 2003).
With the shift from traditional procurement to
electronic procurement, there is a need to explore the social issues
in the negotiation process and in the electronic procurement environment
in particular. Actor Network Theory (ANT) will be used as
guidance. Through a case study at an Australian
University, factors influencing negotiation in the
sourcing process between partners in their e-procurement environment were identified.

Thesignificance of this research is to provide knowle
dge to practitioners on the importance of the
negotiation process between partners in an e-procurement network.
Furthermore, identifying and understanding the social issues that
influence the negotiation process will improve the value chain
between partners. As such, it is hoped that greater success with e-procurement
will be achieved.

FACTORS INFLUENCING NEGOTI ATION IN THE SOURCING PROCESS BETWEEN PARTNERS IN E-PROCUREMENT: A FOCUS ON ACTORS

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