By Evi Hartmann
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 permits dealers and to innovate whole enterprise strategies. notwithstanding, that allows you to achieve sustainable and tangible luck, a firm must thoughtfully research different recommendations of B-to-B E-marketplaces as there are numerous examples the place the creation of such marketplaces had non-intended adverse consequences.
Evi Hartmann discusses the subsequent 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 point of view? How does the interaction among the acquisition scenario and the B-to-B E-marketplace features impression the good fortune of a provider courting? the writer provides 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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Additional resources for B-to-B Electronic Marketplaces: Successful Introduction in the Chemical Industry
103) commitment is dependent on trust. They proved that the greater the intensity of trust in the supplier the greater the commitment to the relationship. This high level of commitment creates stability or continuity, which is another segmentation dimension of relationships (Dyer & Chu 2000). In their study Dyer and Chu refer to the automotive industry, where continuity is extremely important due to the regular model change and the need for a supplier tore-win the business. Continuity cannot only be expressed by rewinning the business after a model change, but also by the overall length of the relationship (Doney & Cannon 1997).
Depending on the market, either process or product cost reduction or both can be realized. Kollmann (2000, p. 133) calls procurement hubs "buyer hierarchies" to underline the ability of the buyer to define and determine the type of the marketplace by means of transaction mechanism and revenue model. g. the hub Covisint) or so called "sourcing networks" (Phillips & Meeker 2000, p. 39), to further increase the cost reduction potential. 3 Classification of B2B electronic marketplaces: a relational approach 39 The counterpart of "buyer hierarchies" is "supplier hierarchies" (Kollmann 2000, p.
In a similar vein Moorman et al. (1992) define trust as the willingness to rely on an exchange partner in whom one has confidence. Trust occurs for Smeltzer (1997) because of corporate l For a detailed literature overview see Hosmer ( 1995, pp. 379). 20 2 Determining the purchase situation: cornerstone of supplier relationship management identity, image and reputation. On the one hand a set of perceptions or personal constructs about the own company are important (corporate identity), on the other hand the outside view of the company (corporate image) are levers for trust.