Análise experimental da utilização do leilão reverso através da abordagem de jogos empresariais

Abstract

The advancement of the internet has provided new models of purchase through electronic means, such as reverse auction (RA). This form has been used in several business areas, as well as in the supply chain and logistics. RA is best known for bringing more attractiveness and benefits for the buyer. According to the scientific literature, Web of Science and Scopus (from 2014 to 2020), only 6 studies indicated the use of RA in supply chain and logistics, but without referring to the attractiveness of suppliers. In this context, the objective of this work was to evaluate the dynamics of using RA through a game and to identify the RA models that are more attractive to suppliers. The game theory approach was used and a game was developed that was validated in an experiment where players' decisions were captured and evaluated. In addition, a questionnaire was applied to evaluate the experiment. The experiment was carried out in 6 sessions with 28 players and applied 24 RAs (between 3 and 4 suppliers per RA), thus obtaining 121 valid bids. Sealed models were found to be less risk averse and more profitable. It was also identified that the sealed bid models with two stages of negotiations are the most attractive for suppliers, also confirmed by the evaluation of the experiment. It is concluded, then, that such an implementation is more conservative, which may indicate that the RA undergoes cultural adaptation and acceptance in the supply chain to become a unique tool for choosing the supplier