UID:
almahu_9949198392002882
Format:
XVI, 208 p.
,
online resource.
Edition:
1st ed. 2002.
ISBN:
9783663094463
Series Statement:
Business-to-Business-Marketing
Content:
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.
Note:
Table of Content -- A Theoretical Part -- 1 Introduction -- 2 Determining the purchase situation: Cornerstone of supplier relationship management -- 3 Classification of B2B electronic marketplaces: a relational approach -- 4 B2B E-marketplace introduction project -- 5 Theoretical framework and hypotheses of the study -- B Empirical Part -- 6 Process of data gathering, sample description and process of data analysis -- 7 Operationalization of the constructs -- 8 Empirical analysis of the theoretical model -- 9 Summary and outlook -- 10 References -- 11 Appendix.
In:
Springer Nature eBook
Additional Edition:
Printed edition: ISBN 9783824477685
Additional Edition:
Printed edition: ISBN 9783663094470
Language:
English
Subjects:
Economics
Keywords:
Hochschulschrift
DOI:
10.1007/978-3-663-09446-3
URL:
https://doi.org/10.1007/978-3-663-09446-3
URL:
Volltext
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