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Direct linkWilliams, Jacqueline A.; Dobie, Kathryn – Marketing Education Review, 2011
Electronic reverse auctions are increasingly being used by firms to improve firm financial and operational performance. The described teaching innovation serves as a model for introducing electronic reverse auctions as a central element in a comprehensive negotiation exercise involving sales management and purchasing management students. Results…
Descriptors: Learner Engagement, Classroom Techniques, Purchasing, Instructional Innovation
