Journal of Management Information Systems

Volume 24 Number 4 2008 pp. 175-197

Online Reverse Auctions and the Dynamics of Trust

Charki, Mohamed HÉDi and Josserand, Emmanuel

ABSTRACT: This research explores the effect of the introduction of online reverse auctions (ORAs) on interorganizational trust between buyers and suppliers in the retail industry. Building upon the notion of the spirit of the technology and the organizing vision, we shed light on the "equivoque" nature of ORAs. In an integrative model, we show how the desocialization associated with the introduction to ORAs can lead to distrust. Our findings show specifically the importance of the role played by technical problems and rumors.

Key words and phrases: distrust, online reverse auctions, online trust, opportunism, rumor, trust, unethical behavior