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

By Evi Hartmann

ISBN-10: 3663094464

ISBN-13: 9783663094463

ISBN-10: 3824477688

ISBN-13: 9783824477685

The advent of the net 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 allows purchasers and dealers to innovate complete enterprise techniques. although, in an effort to achieve sustainable and tangible luck, a firm must thoughtfully study the various innovations of B-to-B E-marketplaces as there are lots of examples the place the advent of such marketplaces had non-intended unfavourable consequences.

Evi Hartmann discusses the next study questions: what's the relation among a given buy scenario 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 scenario and the B-to-B E-marketplace features impression the good fortune of a provider dating? the writer provides a theoretical framework, which has been empirically established within the German chemical undefined, illustrates the managerial implications and exhibits the need of destiny research.

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Extra resources for B-to-B Electronic Marketplaces: Successful Introduction in the Chemical Industry

Sample text

E. trust, commitment, continuity, involvement, satisfaction and existence of relationship promotors. 5 Relationship fit An important item characterizing the dimension of the buyer business impact is the purchase volume (Hubmann & Barth 1990, MUller 1990, Mittner 1991, Baumgarten & Bodelschingh 1996, Baumgarten & Wolff 1999, Bogaschewsky & Rollberg 1999, Orths 1999, Wildemann 1999). If measured by monetary spent, number of parts or physical size has to be decided on individually depending on the product.

E. whenever some form of investment (time or other resources) is made and temporal commitment indicating the timely component of the relationship. These three types point out, that "the exchange partner believing that an ongoing relationship with another is so important as to warrant maximum efforts at maintaining it" (Morgan, Hunt 1994, p. 23). Bensaou (1999) refers to the instrumental dimension by analyzing the buyer's and supplier's willingness for specific investments, similar to Dwyer et al.

90) or replaced, as electronic commerce enables manufacturers to sell products directly to their customers (Choudhury et al. 1998, p. 478, Evans & Wurster 2000, p. 94). But electronic commerce will expand the role of intennediaries (Palmer & Johnston 1991, p. 5). New services and more efficient intennediaries can emerge (Timmers 1999, p. 39, Westland & 3 Classification of B2B electronic marketplaces: a relational approach 40 Clark 2000, p. 6). Especially on neutral marketplaces the intermediary gains an important role of collection, collation, interpretation and dissemination of vast amounts of information (Quelch & Klein 1996).

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


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