New PDF release: B-to-B Electronic Marketplaces: Successful Introduction in

By Evi Hartmann

ISBN-10: 3663094464

ISBN-13: 9783663094463

ISBN-10: 3824477688

ISBN-13: 9783824477685

The creation of the web originated not just the institution of an alternate channel for the promoting and promoting of goods, yet much more importantly, it serves as a platform to establish B-to-B E-marketplaces. This improvement permits dealers and dealers to innovate complete enterprise approaches. besides the fact that, so as to achieve sustainable and tangible good fortune, an organization must thoughtfully learn the various recommendations of B-to-B E-marketplaces as there are various examples the place the creation of such marketplaces had non-intended damaging consequences.

Evi Hartmann discusses the next learn questions: what's the relation among a given buy state of affairs and the features of a B-to-B E-marketplace? Can a healthy among the 2 be outlined from a dating standpoint? How does the interaction among the acquisition state of affairs and the B-to-B E-marketplace features effect the good fortune of a provider courting? the writer offers a theoretical framework, which has been empirically validated within the German chemical undefined, illustrates the managerial implications and exhibits the need of destiny research.

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Additional info for B-to-B Electronic Marketplaces: Successful Introduction in the Chemical Industry

Sample text

For example supplier characteristics are not independent from product and purchase importance for the buyer. On the other hand product and purchase importance are high, if the purchase volume is high. Demand pattern is especially important, if purchase volume is high. Supplier competences determine further supplier development potential. These examples justify, why the author has focused only on three dimensions, which seem to have the major impact on differentiating a purchase situation. With a special emphasis on the increased complexity of the procurement function due to the internet, these three dimensions seem especially important.

3) builds on this definition, since in his view "the electronic marketplace contributes to the realization of the ideal economic market as an abstract place of exchange with complete information where transaction costs do not apply". The author includes both aspects in her electronic marketplace definition. From a relational perspective both, the physical product exchange and the more digital service offering, are important (Hallen & Johanson 1985, p. 495). Furthermore in theory the split between physical and digital product offering is criticized by researchers focusing on relationship marketing.

3 Classification of B2B electronic marketplaces: a relational approach 39 The counterpart of "buyer hierarchies" is "supplier hierarchies" (Kollmann 2000, p. 133) or so called portals (Schneider & Schnetkamp 2000, p. 147), which are supplier-controlled (Berryman et al. 1998, Patel 1999, Skinner 2000). They can be characterized as n:1-relations (buyer versus suppliers) or n:m-relations, where n is much larger than m, which are coordinated by the suppliers. g. office supplies). Portals provide the full product range including key products, but also non-key assortment and related services.

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B-to-B Electronic Marketplaces: Successful Introduction in the Chemical Industry by Evi Hartmann


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