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

By Evi Hartmann

The advent 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 company techniques. despite the fact that, in an effort to achieve sustainable and tangible luck, an organization must thoughtfully research the several suggestions of B-to-B E-marketplaces as there are various examples the place the advent of such marketplaces had non-intended detrimental consequences.

Evi Hartmann discusses the next examine 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 courting standpoint? How does the interaction among the acquisition state of affairs and the B-to-B E-marketplace features impact the luck of a provider courting? the writer provides a theoretical framework, which has been empirically confirmed 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

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2 Determining the purchase situation: cornerstone of supplier relationship management 15 432) proved, that specific investments by buyers are positively associated with specific investments by the suppliers. The demand pattern defines the continuity and age of the relationship (Baumgarten & Bodelschwingh 1996, Baumgarten & Wolff 1999, Bogaschewsky & Rollberg 1999). Suppliers use this measurement as a key indicator for planning the production. As a result of derived demand, Fiocca (1982, p. 54) emphasizes the importance, that "industrial marketers must always be up to date about the current and prospective trends".

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.

259). Especially for specific sourcing approaches such as "open book negotiations", where the supplier is required to "open its books" and expose secret and sensitive information to the customer (Lamming et al. 2000), a trustful relationship is required for taking the explicit risk of information transparency. A trustworthy party is "known to reliably make good faith efforts to behave in accordance with prior commitments, makes adjustments in ways perceived as fair by the exchange partner and does not take excessive advantage of an exchange partner even when the opportunity is available" (Dyer & Chu 2000, p.

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