Analýza chování prodejců v elektronických nákupních výběrových řízeních s ohledem na efektivitu

Abstract

The subject of the doctoral dissertation is the analysis of sellers behaviour in purchasing tenders with the goal of designing an algorithm of the buyer's decision-making process for the tender type (sealed bids and English reverse auction), structure of tender items (single and multiple items) and the number of invited sellers into the tender, with regard to effectiveness for buyers. Based on the literature research, the assumptions of the sellers behaviour with sealed bids and the English reverse auction were derived. From them, research questions and hypotheses for statistical testing were created. The aim of the work was divided into two sub-goals for sorting the combination of tender type and structure of tender items, together with the identification of the number of sellers to be invited to the combination, according to the effectiveness for buyers. The sellers' behaviour was evaluated as effective for the buyers, which led to a higher participation of the sellers in the tender, or to the submission of lower bids by sellers in the tender. In the first sub-goal, the participation of sellers in tenders was analysed, in the second sub-goal, the assigned offers of sellers in tenders were analysed. The results of statistical testing of research questions of sub-goals, evaluated according to the effectiveness for buyers, were the input to achieve the goal of the work. An English reverse auction with one item was evaluated as effective, to which it is effective for buyers to invite 13 sellers to the tender. If the buyer has a preference for the tender type, it is effective to launch the tender with one item. If the buyer has a preference for the structure of the tender items, it is effective to launch the tender as an English reverse auction. The contribution of the work is statistical testing of the assumed sellers behaviour in tenders and recommendations for corporate purchasing to obtain better price offers from sellers in tenders. Further research in the analysis of sellers behaviour could be carried out for the purchasing categories, for repeat or commodity purchases with a public price, or for other factors that influence sellers behaviour and may thus affect the effectiveness of tenders for buyers.