Online Reverse Auctions Use and the Dance of Trust: Maintaining or Deteriorating Relationships

cette comunication est parue dans "Journal of Management Information Systems" Volume 24 , Issue 4 (Number 4 / Spring 2008) Pages 175-197This research explores the effect of the introduction of online reverse auctions (ORAs) on interorganizational trust between buyers and suppliers in the retail industry. Building upon the notion of the spirit of the technology and the organizing vision, we shed light on the "equivoque" nature of ORAs. In an integrative model, we show how the desocialization associated with the introduction to ORAs can lead to distrust. Our findings show specifically the importance of the role played by technical problems and rumors.ou