Despite many success stories, B2B e-commerce penetration remains low. Many firms introduce electronic channels in addition to their traditional sales channels, but find that buyer usage of the e-channel over time does not keep up with initial expectations. Firms must understand the underlying factors that drive channel usage and how these factors change over time and across buyers. Using panel ...

In many shopping scenarios, e.g., in online shopping, customers have a large menu of options to choose from. However, most of the buyers do not browse all the options and make decision after considering only a small part of the menu. To study such buyer’s behavior we consider the standard Bayesian monopoly problem for a unit-demand buyer, where the monopolist displays the menu dynamically page ...

Title of Document: THE INFLUENCE OF NATIONAL CULTURE ON BUYER-SUPPLIER TRUST AND COMMITMENT Matthew Morris, Doctor of Philosophy, 2005 Directed By: Professor Thomas M. Corsi Logistics, Business and Public Policy Morgan and Hunt’s (1994) Key Mediating Variable (KMV) Model has been demonstrated to be a useful means of exploring relationships between organizations. The model includes such key rela...

Firms seeking business opportunities often face corruptible agents in many markets. This paper investigates the marketing strategy implications for firms competing for business, and for the buyer in a corruptible market. We consider a setting in which a buyer (a firm or government) seeks to purchase a good through a corruptible agent. Supplier firms that may or may not be a good fit compete to ...

We consider a buyer who outsources the manufacturing of a product to multiple symmetric make-to-stock suppliers who compete on price and service (fill rate). The buyer allocates demand to the suppliers using a score function with an exponential form, which specifies the relative importance of price vs. service, in order to minimize his costs, while the suppliers choose their prices and fill rat...

In the rush to open their website, E-commerce sites too often fail to support buyer decision making and search, resulting in a loss of sale and the customer’s repeat business. This paper reviews why this occurs and the failure of many B2C and B2B website executives to understand that appropriate decision support and search technology can’t be fully bought off the shelf. Our contention is that s...

In this study, we investigate an integrated production-inventory system consisting of a single-vendor and single-buyer. The buyer manages its inventory level periodically at a certain period of time. We consider a fuzzy annual demand, imperfect production, inspection errors, partial backordering, and adjustable production rate in the proposed model. Additionally, it is assumed that the protecti...