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

By Evi Hartmann

The creation of the net originated not just the institution of another channel for the selling and promoting of goods, yet much more importantly, it serves as a platform to establish B-to-B E-marketplaces. This improvement permits purchasers and to innovate whole company strategies. despite the fact that, with a view to achieve sustainable and tangible luck, a firm must thoughtfully learn different thoughts of B-to-B E-marketplaces as there are lots of examples the place the creation of such marketplaces had non-intended detrimental consequences.

Evi Hartmann discusses the subsequent examine 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 courting point of view? How does the interaction among the acquisition scenario and the B-to-B E-marketplace features impact the good fortune of a provider dating? the writer offers a theoretical framework, which has been empirically proven within the German chemical undefined, illustrates the managerial implications and indicates the need of destiny research.

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The resource potential describes the supplier's commercial and financial competence, but the technical perspective is important as well (Olsen & Ellram 1997). Weber (2001) is clustering resources depending on their sustainability for the relationship. g. diverse locations or managerial skills. g. cooperation and loyalty or operational linkages. Information sharing is considered to be the most sustainable resource. The next dimension characterizes the supplier's competences including product, process, support functions and management capabilities, which is correlated to the previously 18 2 Determining the purchase situation: cornerstone of supplier relationship management mentioned dimension resource base.

G. electronic marketplaces) enforce the need to be able to define a target procurement strategy, since the internet opened new opportunities to the purchasing situation. e. sourcing environment. Based on the dimensions detailed above the purchase situation can be classified. Evaluating the existing purchase situation provides the basis for further management decisions. Thus, this classification is the cornerstone for establishing an appropriate purchase management. Depending on the situation, suppliers can be targeted and links to the suppliers can be built.

In the literature these new electronic marketplaces can be differentiated along five segmentation dimensions: business model, order processing mechanism, revenue model, market characteristics and product specifics. These diverse 3 Classification of B2B electronic marketplaces: a relational approach 38 dimensions are partially related to each other, but they are important for an integrated marketplace characterization. 1 Business models The dimension business models is a common segmentation criteria for electronic marketplaces which has been used by various authors (Thorelli 1986, Kaplan 1999, Lief 1999, Merz 1999, Sawhney et a!.

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