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| Author: | Ordanini, A. Micelli, S. Maria, E. Di |
| Title: | Failure and success of B-to-B exchange business models: A contingent analysis of their performance |
| Journal: | European Management Journal
2004 : JUN, VOL. 22:3, p. 281-289 |
| Index terms: | New economy Business-to-business Auctions Electronic commerce Markets Models Performance measurement Italy |
| Freeterms: | e-business e-commerce e-markets |
| Language: | eng |
| Abstract: | The new economy presents extraordinary opportunities for growth and profit of electronic management of business-to-business relationships. E-marketplaces (hereafter as: e-mpls.), or digital exchanges, represent one of the most promising phenomena. Despite the promises, however, many of these B-to-B exchanges have failed, while a few 'survivors' have remained in the market. This paper aims to investigate business models of active e-mpls., to understand which features make the difference btw. successful initiatives and failures. The paper is based on a survey of a sample of European exchanges located in Italy. Alternative business models are described through a cluster analysis along with three dimensions: content, structure, and governance (here as: c/s/g.). The findings show that private large exchanges have a superiour capability to generate turnover compared to vertical niche operators, due to specific choices of c/s/g. |
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