By Evi Hartmann
The creation of the web 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 dealers and dealers to innovate whole enterprise strategies. even though, in an effort to achieve sustainable and tangible luck, a firm must thoughtfully research the various ideas of B-to-B E-marketplaces as there are various examples the place the advent of such marketplaces had non-intended destructive consequences.
Evi Hartmann discusses the next 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 dating point of view? How does the interaction among the acquisition scenario and the B-to-B E-marketplace features impression the luck of a provider dating? the writer provides a theoretical framework, which has been empirically verified within the German chemical undefined, illustrates the managerial implications and indicates the need of destiny research.
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Extra resources for B-to-B Electronic Marketplaces: Successful Introduction in the Chemical Industry
The business models vary by the number of buyers and sellers trading on the electronic marketplace. The author differentiates three types: marketplaces focusing on sellers, marketplaces focusing on buyers and neutral marketplaces, which do not favor either sellers or buyers but attract both (Kaplan & Sawhney 2000a, 2000b, Rosson 2000). The author talks about procurement hubs, if the buying firm restructures its procurement process by establishing an electronic marketplace for its suppliers to receive an optimal offer for any predetermined sourcing good (MacLeod 2000, p.
Buyer and sellers have the opportunity to identify each other. Since catalog-based services group the demand of a large number of buyers, they strengthen their market power, which can lead to better conditions for the buyers (Zimmermann 2000, p. 4). The critical challenge of the catalog mechanism is the creation of a master catalog, which is gaining supplier critical mass (Alaniz & Roberts 1999). The auction mechanism is a spatial matching process. Typical products are used capital equipment, perishable capacity or hard-to-specify products (Alaniz & Roberts 1999, Kafka 2000a).
17) with three characteristics: dominant size of the buying company compared to the supplier, market knowledge advantage of the buyer and the service function of the supplier ("customer is king"). The geographic spread is a further sub-criterion of the buying power, which defines the buying company's opportunities concerning global sourcing strategies (Kiedaisch 1997, Monczka et a!. 1998). Similar to the buying power definition, Cannon eta!. (1998) talk about situational factors such as dynamism of price and quality.