By Evi Hartmann

The advent of the net originated not just the institution of an alternate 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 dealers to innovate complete company methods. although, to be able to achieve sustainable and tangible luck, an organization must thoughtfully learn different innovations of B-to-B E-marketplaces as there are lots of examples the place the advent of such marketplaces had non-intended detrimental consequences.

Evi Hartmann discusses the subsequent study 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 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 offers a theoretical framework, which has been empirically demonstrated within the German chemical undefined, illustrates the managerial implications and exhibits the need of destiny research.

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56). Additionally the marketplace enables a real time virtual come-together of the participants, which would have been more difficult in reality (MUller & Preissner 2000). Especially for non-transparent industries the marketplace offers efficient opportunities for matching demand and supply (Kollmann 1999, p. 30). Also in industries with temporary overcapacity the marketplace model offers significant optimization opportunities for establishing an efficient and effective matching process between demand and supply (David et al.

2001, Sander & Behlke 2001). 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.

He purchase situation: cornerstone of supplier relationship management Most researchers combine product characteristics with market factors (Heege 1987, Be6Iich & Lumbe 1994b, Matthyssens & Van den Bulte 1994, Homburg 1995, 1999). The standard variable for the product perspective is purchase dollar volume, disregarding, if number parts or storage capacity are more expressive. For characterization of the market situation the supply risk is frequently selected. 3 Supplier classification (Heege 1987) Referring to Turnbull and Zoljiewski (1995), who discuss the classification matrix of Shapiro (1987, p.

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