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The relationship between buyer and a B2B e-marketplace: cooperation determinants in an electronic market context

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  • Andrew Lancastre
  • Luis Filipe Lages

Abstract

In this article, the authors argue that cooperation may be achieved by adding technology dimensions to the core product. Given the growing importance of real time information exchange and interactivity, a better understanding of the use of technology to the establishment and development of the buyer-supplier cooperative relationships is essential for knowledge advancement. Using a sample of nearly 400 SMEs purchasing managers, this paper reveals that in an electronic market context, cooperation is positively affected by termination costs, supplier policies and practices, communication and information exchange, and negatively affected by product prices and opportunistic behavior. Moreover, both relationship commitment and trust play a major role in mediating the relationships between these five determinants and cooperation.

Suggested Citation

  • Andrew Lancastre & Luis Filipe Lages, 2004. "The relationship between buyer and a B2B e-marketplace: cooperation determinants in an electronic market context," Nova SBE Working Paper Series wp443, Universidade Nova de Lisboa, Nova School of Business and Economics.
    • Handle: RePEc:unl:unlfep:wp443
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    References listed on IDEAS

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    1. Luis Filipe Lages & Cristiana Raquel Lages, 2002. "The STEP scale: a cross-national scale for short-term export performance improvement," Nova SBE Working Paper Series wp422, Universidade Nova de Lisboa, Nova School of Business and Economics.
    2. Lages, Luis Filipe & Silva, Graça & Styles, Chris & Pereira, Zulema Lopes, 2009. "The NEP Scale: A measure of network export performance," International Business Review, Elsevier, vol. 18(4), pages 344-356, August.
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    Cited by:

    1. Fan-Yun Pai & Tsu-Ming Yeh, 2015. "The Effects of Interdependence and Cooperative Behaviors on Buyer’s Satisfaction in the Semiconductor Component Supply Chain," Sustainability, MDPI, vol. 8(1), pages 1-14, December.
    2. Leonidou, Leonidas C. & Aykol, Bilge & Fotiadis, Thomas A. & Christodoulides, Paul, 2018. "Betrayal intention in exporter-importer working relationships: Drivers, outcomes, and moderating effects," International Business Review, Elsevier, vol. 27(1), pages 246-258.
    3. Wiyada Thitimajshima & Vatcharaporn Esichaikul & Donyaprueth Krairit, 2018. "A framework to identify factors affecting the performance of third-party B2B e-marketplaces: A seller’s perspective," Electronic Markets, Springer;IIM University of St. Gallen, vol. 28(2), pages 129-147, May.
    4. Gomaa Agag, 2019. "E-commerce Ethics and Its Impact on Buyer Repurchase Intentions and Loyalty: An Empirical Study of Small and Medium Egyptian Businesses," Journal of Business Ethics, Springer, vol. 154(2), pages 389-410, January.
    5. Leonidou, Leonidas C. & Palihawadana, Dayananda & Chari, Simos & Leonidou, Constantinos N., 2011. "Drivers and outcomes of importer adaptation in international buyer-seller relationships," Journal of World Business, Elsevier, vol. 46(4), pages 527-543, October.
    6. Andreu, Luisa & Aldás, Joaquín & Bigné, J. Enrique & Mattila, Anna S., 2010. "An analysis of e-business adoption and its impact on relational quality in travel agency–supplier relationships," Tourism Management, Elsevier, vol. 31(6), pages 777-787.
    7. Verhagen, T., 2008. "Investigating the impact of C2C electronic marketplace quality on trust," Serie Research Memoranda 0008, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    8. Bragge, Johanna & Kauppi, Katri & Ahola, Tuomas & Aminoff, Anna & Kaipia, Riikka & Tanskanen, Kari, 2019. "Unveiling the intellectual structure and evolution of external resource management research: Insights from a bibliometric study," Journal of Business Research, Elsevier, vol. 97(C), pages 141-159.
    9. Lages, Luis Filipe, 2016. "VCW—Value Creation Wheel: Innovation, technology, business, and society," Journal of Business Research, Elsevier, vol. 69(11), pages 4849-4855.
    10. Verhagen, Tibert & Meents, Selmar, 2007. "A Framework for Developing Semantic Differentials in IS research: Assessing the Meaning of Electronic Marketplace Quality (EMQ)," Serie Research Memoranda 0016, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    11. Hallikas, Jukka & Immonen, Mika & Pynnönen, Mikko & Mikkonen, Karri, 2014. "Service purchasing and value creation: Towards systemic purchases," International Journal of Production Economics, Elsevier, vol. 147(PA), pages 53-61.

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    More about this item

    Keywords

    Relationship marketing; trust; cooperation; electronic markets; e-commerce;
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