B-To-B Electronic Marketplaces: Successful Introduction in the Chemical Industry

ISBN-13: 9783824477685 / Angielski / Miękka / 2002 / 224 str.

Evi Hartmann

Opis

v Foreword In the past companies focused on the one hand on rationalizing their supplier base to reduce transaction costs. On the other hand firms tried to take advantage of the research and development potential of their suppliers. Due to these developments buyers put emphasize on the establishment and maintenance of long-term supplier relationships. The primary focus was not the success optimization of single procurement processes, but rather the long-term perspective of supplier relationships has moved into the center of attention. Furthermore, global procurement and joint product development became commonly applied approaches. Nowadays most firms have been captured by the developments of the E-century. The establishment of electronic networks between business partners promises competitive advantages. Referring to success stories such as General Motors the application of new information technologies (e.g. E-procurement) seems to be necessary. However, past empirical studies do not confirm a relation between corporate success and the application of new information technologies. These studies do not analyze the decision process for using these new tools. They cannot reveal, if and why the IT application in supplier relationships is necessary and which benefits can be realized. Furthermore, it is questionable, which value the classical approach of supplier relationship management has.

Spis treści

Determining the purchase situation: Cornerstone of supplier relationship management Classification of B-to-B electronic marketplaces: a relational approach B-to-B E-marketplace introduction project Theoretical framework and hypotheses of the study Process of data gathering, sample description and process of data analysis Operationalization of the constructs

O autorze

Dr. Evi Hartmann promovierte bei Prof. Dr. Hans Georg Gemünden am Lehrstuhl Technologie- und Innovationsmanagement der Technischen Universität Berlin. Sie ist als Berater bei A.T. Kearney, einer weltweit führenden Managementberatung, tätig.

Blurb

The introduction of the internet originated not only the establishment of an alternative channel for the marketing and selling of products, but even more importantly, it serves as a platform to set up B-to-B E-marketplaces. This development enables buyers and sellers to innovate entire business processes. However, in order to gain sustainable and tangible success, a company needs to thoughtfully analyze the different concepts of B-to-B E-marketplaces as there are many examples where the introduction of such marketplaces had non-intended negative consequences.

Evi Hartmann discusses the following research questions: What is the relation between a given purchase situation and the characteristics of a B-to-B E-marketplace? Can a fit between the two be defined from a relationship perspective? How does the interplay between the purchase situation and the B-to-B E-marketplace characteristics influence the success of a supplier relationship? The author presents a theoretical framework, which has been empirically tested in the German chemical industry, illustrates the managerial implications and shows the necessity of future research.