1. ¹Brunel University, Business School, Oxbridge, Middlesex, UB83PH, U.K.
2. ²Conwy County Borough Council, Wales, U.K.
3. ³Manchester Metropolitan University, Geoffrey Manton Building, Manchester M15 6LL, U.K.

Correspondence: R. Hackney, Brunel University, U.K. E-mail: ray.hackney@googlemail.com

Received 29 March 2006; Revised 20 November 2006; Re-revised 31 January 2007; Accepted 1 March 2007.

Abstract

The research in this paper explores how the general context and management information and communication behaviour in electronic Reverse Auctions (e-RAs) may impact on organizational efficiency to ensure procurement excellence. There is evidence that e-RAs improve procurement success by achieving considerable price reductions of externally sourced goods through direct, real-time and transparent competition between suppliers. This paper investigates the conditions for the successful adoption of e-RAs in the U.K. public sector generally and Welsh Unitary Authorities (WUAs) in particular. The research illustrates how e-RAs can support the procurement function and thus, can contribute to organizational efficiency in the context of electronic government (e-Government). A national U.K. survey and an exploratory case analysis in a WUA (Conwy) were undertaken to determine the conditions for the e-RA process. The findings underline the critical importance of the adequate preparation of the e-RA through appropriate information and communication behaviour. Consequently, the paper identifies a set of enabling factors and corresponding guidelines that could be used for the successful adoption of e-RAs in the public sector. The contribution of the research will be of benefit to both academics and practitioners engaged in procurement research and implementation.