Battling Powerful Procurement Groups
How to Profitably Participate in Reverse Auctions
SPG Insights
Fall 2004

Abstract:
The advent of online auctions in the mid-nineties cast fear in the minds of marketing and sales executives that already powerful procurement groups had found the ultimate weapon to drive down market prices. The likelihood of facing this purchasing tactic makes it critical to have a proactive strategy for dealing with a reverse auction when that day finally comes.

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