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The Reverse Auction: A Strategic Perspective


George Coundouriotis
George Coundouriotis, Category Director, Georgia Pacific Corporation, Email:, Phone: 404-652-2014
Norbert J. Ore
Norbert J. Ore, Group Director, Georgia Pacific Corporation, Email:

88th Annual International Conference Proceedings - 2003 - Nashville, TN

All too often, the use of reverse auctions has been characterized as simply a tactical tool for rapidly reducing Supplier pricing to break-even or unsupportable levels. In this session, we will analyze and evaluate the reverse auction process and share our learnings from hosting a number of auctions.

The Reverse Auction: A Strategic Perspective — 25 KB (PDF)