haku: @indexterm BARGAINING / yhteensä: 425
viite: 46 / 425
| Tekijä: | Cunden, M. Heck, E. van |
| Otsikko: | Bargaining power and information technology in African-European business relationships: Case of the Dutch flower auctions |
| Lehti: | European Management Journal
2004 : OCT, VOL 22:5, p. 573-587 |
| Asiasana: | Electronic commerce Information technology Internet Auctions Bargaining Markets Case studies Africa Europe Netherlands |
| Vapaa asiasana: | e-commerce |
| Kieli: | eng |
| Tiivistelmä: | Addressing the emergence of African-European business relationships, the article focuses on the role of bargaining power (hereafter as: b-p.) and information technology (IT) and its impact on the different stakeholders in (electronic) markets. IT is seen as an enabling technology facilitating to reach a wider customer base (called reach) and providing a channel for increased customer services (called richness). The central question is how African suppliers can create b-p. by means of IT and therefore enter and improve their position in European markets. Research is carried out in the flower industry (here as: fl-ind). Three flower markets (here as: fl-mks.) are investigated, that is, Tele Flower Auction, FloraHolland Auction, and Aalsmeer Auction, the role of African flower growers (here as: fl-grs.), and the use and impact of IT. It is shown that there are potentials for African fl-grs. to enter the European fl-mks. and to increase their position of b-p. A first potential is using and implementing IT for the access to new and large European markets. African fl-grs. use IT to streamline transaction processes and lower transaction costs. A second potential is related to the quality and specificity of the produced flower products. IT can remove the quality uncertainty of products and can provide rich information services to buyers. The results in the fl-ind. suggest that IT provides opportunities for the African producers to expand the reach and richness of their product and service offerings, thus creating economic value. |
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