Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/312475 
Year of Publication: 
2022
Citation: 
[Journal:] Group Decision and Negotiation [ISSN:] 1572-9907 [Volume:] 31 [Issue:] 4 [Publisher:] Springer Netherlands [Place:] Dordrecht [Year:] 2022 [Pages:] 723-745
Publisher: 
Springer Netherlands, Dordrecht
Abstract: 
The digital transformation confronts purchasing and supply management (PSM) with numerous new challenges, such as digital procurement objects and the information asymmetry between buyers and suppliers. Existing approaches contributing to PSM research (e. g., the selection of suppliers or the calculation of equilibrium prices) have in common that information regarding suppliers (e. g., production costs) must be well-known. However, this information is rarely accessible to purchasers due to the existing information asymmetry. This problem is addressed by a game-theoretical model based on a Stackelberg game to assist PSM in dealing with the information advantage of software suppliers. The applicability in practice is evaluated by a real-world case study from the automotive industry. The results show that the presented model can support decision-making in purchasing by a qualitative analysis of profit scenarios for different negotiation strategies. The model contributes to dismantling the information asymmetry and provides a basis for determining negotiation prices, also for digital procurement objects. This research motivates both supply and purchase managers to jointly optimize their product costs and thus increase their competitiveness on the market.
Subjects: 
Game theory
Information asymmetry
Decision support
Negotiation
Supply management
Cost management
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by Logo
Document Type: 
Article
Document Version: 
Published Version

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