We analyze one of the most important phenomena of emerging B2B markets, their impact in promoting changes in contracting for the same goods traded on the B2B exchange. This trend is especially important in capital-intensive industries, where improvements in ne-tuning the coordination of supply and demand carry large economic bene ts. The spot market information conveyed through B2B transactions...

Abstract. Although most of the predicted consequences of the internet-revolution in the 90s did not become reality, the internet has lead to sustainable changes in the organization of most industries. In particular, this is true for business-to-business (B2B) relations between firm. An obvious ‘proof’ for this is the rising number of socalled electronic markets—especially for B2B transactions—s...

The Internet promised a lot for enterprises from 1995. The Internet’s ubiquity offered intercompany connectivity (previously provided to corporations by Electronic Data Interchange) for businesses of every size. The business-to-business (B2B) trading exchange concept emerged, 10,000 B2B exchanges were anticipated. Early Internet investment then struck an unexpected hurdle: the Internet didn’t i...

The B2B e-commerce bubble appears to have burst. In the breathing space that has emerged we have chosen to attempt to conceptualise the relationship between two kinds of B2B markets and two types of e-technology. The market forms we have labelled “competitive” and “relational”. The former is based on the classical economic notion of purely competitive markets and the latter corresponds to what ...

The literature on electronic commerce has long recognised the importance of B2B solutions for the industry, but to date, there are very few studies focusing on the marketing aspects of such solutions. This paper examines the obstacles and challenges that marketing business-tobusiness E-Marketplace models faces and discuss several factors from the buyers and suppliers point of views. The B2B mod...

T paper develops a framework for analyzing business-to-business (B2B) transactions and supply chain management based on integrating contract procurement markets with spot markets using capacity options and forwards. The framework is motivated by the emergence of B2B exchanges in several industrial sectors to facilitate such integrated contract and spot procurement. In the framework developed, a...

The proliferation of online auctions has attracted significant research interest in understanding real-life bidding behavior. However, most of the empirical work has focused on business-to-consumer (B2C) auctions. A natural question is whether the findings obtained from B2C auctions are applicable to business-to-business (B2B) auctions which often involve much higher stakes. In this paper, we e...

Business-to-Business (B2B) E-commerce is emerging as a new market with tremendous potential. Organizations are trying to link services across organizational boundaries in order to electronically trade goods and services. Standards such as RosettaNet, CBL, EDI, OBI, and cXML, describe how electronic B2B interactions should be carried on so that dynamic trade partnerships can be established and t...

A new breed of industry known as B2B (business-to-business) ehub operation is emerging. Previous studies in this area focus either on its intermediation function or on its role as a supply chain optimization facilitator. In this study, we observed the functionality of ehubs in an integrative way and categorized them into seven groups. Each of the functional groups is analyzed and its role in B2...

In the late 1990’s researchers believed that B2B markets were set to revolutionise e-procurement. New marketplaces were being created on an almost weekly basis to cater for the procurement needs of numerous and diverse industry sectors. More recently however, researchers have noted that many B2B markets are under performing and failure rates are high. We draw upon research on strategic alliance...