Negotiation in the sourcing process between partners in the E-Procurement network: an actor network perspective.

Abu Bakar, N 2013, Negotiation in the sourcing process between partners in the E-Procurement network: an actor network perspective., Doctor of Philosophy (PhD), Business IT and Logistics, RMIT University.

Document type: Thesis
Collection: Theses

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Title Negotiation in the sourcing process between partners in the E-Procurement network: an actor network perspective.
Author(s) Abu Bakar, N
Year 2013
Abstract This research is a study of negotiation between the partners in an e-­ procurement network, during the sourcing process, through the perspective of actor­‐network theory (ANT). Actor-network theory is appropriate for use in this study because it identifies and acknowledges the key human and non‐human actors within an organisation, and the effect that such actors may have on the potential social issues that might arise. ANT is used to investigate issues in the negotiation process that incorporate human actors (such as buyers and suppliers) in order to understand how the interaction between these actors can affect the negotiation process and to identify other factors that may influence the negotiation process. The relationships amongst actors play an important role in e­‐procurement practices. The approach used in this research is to identify and trace networks by following the actors’ activities in the e­‐procurement negotiations, and to examine the relevant new actors involved. This research employs an interpretive case study approach, applying qualitative data capture and analysis methods. The researcher conducted case studies involving four organisations based in Melbourne, Australia. Of these organisations, two were in the public sector and two were in the private sector. Procuring organisations were asked to identify suppliers that had participated in their e­‐ procurement transactions, so that the matched perspectives of procuring and supplying organisations could be identified. The data collection technique used in this research was face­‐to-face interviews. A semi-­‐structured interview was used to capture data, after which the researcher used the steps of thematic analysis to analyse the data. The purpose of using thematic analysis was to identify the social issues that influence negotiation in an e­‐procurement network. The findings of this research are that negotiation in e­‐procurement is essential in arranging the procurement of goods and services between trading partners.

Negotiation in e­‐procurement between both the trading partners and the other parties that influence the negotiation process is essential in procuring goods and services. Negotiation in e­‐procurement is a complex process which requires the involvement of human and non‐human actors. The identification of the social issues influencing negotiation in e‐procurement is an important element to assist the decision­‐making of the trading partners and other parties involved in the negotiation process. The social issues identified in this study can be used as a basis for a business strategy which can ensure that procurement processes can effectively operate in the electronic business environment. It is important to recognise that the human and social aspects of negotiation can affect the use of electronic support tools. By understanding the influence of social issues as factors influencing negotiation in e­‐procurement, it is believed that e­‐procurement systems can help stakeholders expedite the negotiation process.
Degree Doctor of Philosophy (PhD)
Institution RMIT University
School, Department or Centre Business IT and Logistics
Keyword(s) E-­‐Procurement
Actor-­‐Network Theory
Case study
Social Issues
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Created: Fri, 15 Nov 2013, 07:50:55 EST by Denise Paciocco
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