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Failure and Success of B-to-B Exchange Business Models:: A Contingent Analysis of Their Performance


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  • Ordanini, Andrea
  • Micelli, Stefano
  • Di Maria, Eleonora


The new economy presents extraordinary opportunities for growth and profit of electronic management of business-to-business relationships. E-marketplaces, or digital exchanges, represent one of the most promising phenomena in this environment but, despite the promises, many of these B-to-B exchanges have failed in the last few years, while a few 'survivors' remained in the market. The purpose of this paper is to investigate business models of active e-marketplaces, to understand which features make the difference between 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. By comparing performances of the alternative business models, the analysis is able to show key features of successful business models for B-to-B e-marketplaces. The findings show that private large exchanges have a superior capability to generate turnover compared to vertical niche operators, due to specific choices of content, structure, and governance. Managerial implications and suggestions for future research are proposed.

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Bibliographic Info

Article provided by Elsevier in its journal European Management Journal.

Volume (Year): 22 (2004)
Issue (Month): 3 (June)
Pages: 281-289

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Handle: RePEc:eee:eurman:v:22:y:2004:i:3:p:281-289

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Keywords: B-to-B Exchange business models E-marketplaces Digital exchanges Italy;


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Cited by:
  1. BELLEFLAMME, Paul & TOULEMONDE, Eric, 2004. "B2B marketplaces : Emergence and entry," CORE Discussion Papers 2004078, Université catholique de Louvain, Center for Operations Research and Econometrics (CORE).
  2. Renna, Paolo & Argoneto, Pierluigi, 2010. "Production planning and automated negotiation for SMEs: An agent based e-procurement application," International Journal of Production Economics, Elsevier, vol. 127(1), pages 73-84, September.
  3. Teo, Thompson S.H. & Lin, Sijie & Lai, Kee-hung, 2009. "Adopters and non-adopters of e-procurement in Singapore: An empirical study," Omega, Elsevier, vol. 37(5), pages 972-987, October.
  4. Eleonora Di Maria & Stefano Micelli, 2007. "District leaders as open networks: emerging business strategies in Italian industrial districts," "Marco Fanno" Working Papers 0038, Dipartimento di Scienze Economiche "Marco Fanno".


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