IDEAS home Printed from https://ideas.repec.org/p/pra/mprapa/120610.html
   My bibliography  Save this paper

Performance of B2B Platform Partnership Management

Author

Listed:
  • Dietlmeier, Simon Frederic
  • Floetgen, Rob Jago
  • Urmetzer, Florian

Abstract

This short paper explores the foundations of B2B platform partnership management. After a theoretical derivation of the terminology, the performance measurement practices of a B2B platform owner offering the two platforms A and B to industrial customers are identified based on qualitative interviews with 21 employees. The research explores empirically whether and how platform partnership management performance is in reality measured, and what important success factors contribute to a functioning partnership management strategy.

Suggested Citation

  • Dietlmeier, Simon Frederic & Floetgen, Rob Jago & Urmetzer, Florian, 2024. "Performance of B2B Platform Partnership Management," MPRA Paper 120610, University Library of Munich, Germany.
    • Handle: RePEc:pra:mprapa:120610
    as

    Download full text from publisher

    File URL: https://mpra.ub.uni-muenchen.de/120610/1/MPRA_paper_120610.pdf
    File Function: original version
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Michael C. Jensen, 2010. "Value Maximization, Stakeholder Theory, and the Corporate Objective Function," Journal of Applied Corporate Finance, Morgan Stanley, vol. 22(1), pages 32-42, January.
    2. Rahul Kapoor, 2018. "Ecosystems: broadening the locus of value creation," Journal of Organization Design, Springer;Organizational Design Community, vol. 7(1), pages 1-16, December.
    3. Henry Mintzberg, 1978. "Patterns in Strategy Formation," Management Science, INFORMS, vol. 24(9), pages 934-948, May.
    4. de Reuver, Mark & Sørensen, Carsten & Basole, Rahul C., 2018. "The digital platform: a research agenda," LSE Research Online Documents on Economics 80669, London School of Economics and Political Science, LSE Library.
    5. Jakki Mohr & Robert Spekman, 1994. "Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques," Strategic Management Journal, Wiley Blackwell, vol. 15(2), pages 135-152, February.
    6. Gawer, Annabelle, 2014. "Bridging differing perspectives on technological platforms: Toward an integrative framework," Research Policy, Elsevier, vol. 43(7), pages 1239-1249.
    7. Zhuoxin Li & Ashish Agarwal, 2017. "Platform Integration and Demand Spillovers in Complementary Markets: Evidence from Facebook’s Integration of Instagram," Management Science, INFORMS, vol. 63(10), pages 3438-3458, October.
    8. Rajiv Sabherwal & Daniel Robey, 1995. "Reconciling Variance and Process Strategies for Studying Information System Development," Information Systems Research, INFORMS, vol. 6(4), pages 303-327, December.
    9. Göran Goldkuhl, 2012. "Pragmatism vs interpretivism in qualitative information systems research," European Journal of Information Systems, Taylor & Francis Journals, vol. 21(2), pages 135-146, March.
    10. Anthony Onwuegbuzie & Nancy Leech, 2007. "Validity and Qualitative Research: An Oxymoron?," Quality & Quantity: International Journal of Methodology, Springer, vol. 41(2), pages 233-249, April.
    11. Baojun Jiang & Kinshuk Jerath & Kannan Srinivasan, 2011. "Firm Strategies in the "Mid Tail" of Platform-Based Retailing," Marketing Science, INFORMS, vol. 30(5), pages 757-775, September.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Gomes, Leonardo Augusto de Vasconcelos & Flechas, Ximena Alejandra & Facin, Ana Lucia Figueiredo & Borini, Felipe Mendes, 2021. "Ecosystem management: Past achievements and future promises," Technological Forecasting and Social Change, Elsevier, vol. 171(C).
    2. Andreas Hein & Maximilian Schreieck & Tobias Riasanow & David Soto Setzke & Manuel Wiesche & Markus Böhm & Helmut Krcmar, 2020. "Digital platform ecosystems," Electronic Markets, Springer;IIM University of St. Gallen, vol. 30(1), pages 87-98, March.
    3. Steffen, Nico & Wiewiorra, Lukas & Kroon, Peter, 2021. "Wettbewerb und Regulierung in der Plattform- und Datenökonomie," WIK Discussion Papers 481, WIK Wissenschaftliches Institut für Infrastruktur und Kommunikationsdienste GmbH.
    4. Pujadas, Roser & Valderrama, Erika & Venters, Will, 2024. "The value and structuring role of web APIs in digital innovation ecosystems: the case of the online travel ecosystem," LSE Research Online Documents on Economics 121118, London School of Economics and Political Science, LSE Library.
    5. Hou, Hong & Shi, Yongjiang, 2021. "Ecosystem-as-structure and ecosystem-as-coevolution: A constructive examination," Technovation, Elsevier, vol. 100(C).
    6. Tian, Jiamian & Coreynen, Wim & Matthyssens, Paul & Shen, Lei, 2022. "Platform-based servitization and business model adaptation by established manufacturers," Technovation, Elsevier, vol. 118(C).
    7. Sandip Mukhopadhyay & Jason Whalley, 2022. "The emergence and evolution of a disruptive platform ecosystem: evidence from the Indian mobile services industry," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(2), pages 669-686, June.
    8. Zhu, Weijun & Xie, Jiaping & Xia, Yu & Wei, Lihong & Liang, Ling, 2023. "Getting more third-party participants on board: Optimal pricing and investment decisions in competitive platform ecosystems," European Journal of Operational Research, Elsevier, vol. 307(1), pages 177-192.
    9. Tobias Pauli & Erwin Fielt & Martin Matzner, 2021. "Digital Industrial Platforms," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 63(2), pages 181-190, April.
    10. Jan Frederic Nerbel & Markus Kreutzer, 2023. "Digital platform ecosystems in flux: From proprietary digital platforms to wide-spanning ecosystems," Electronic Markets, Springer;IIM University of St. Gallen, vol. 33(1), pages 1-20, December.
    11. John A. Mathews, 2020. "Schumpeterian economic dynamics of greening: propagation of green eco-platforms," Journal of Evolutionary Economics, Springer, vol. 30(4), pages 929-948, September.
    12. Tobias Kretschmer & Aija Leiponen & Melissa Schilling & Gurneeta Vasudeva, 2022. "Platform ecosystems as meta‐organizations: Implications for platform strategies," Strategic Management Journal, Wiley Blackwell, vol. 43(3), pages 405-424, March.
    13. Borner, Kathrin & Berends, Hans & Deken, Fleur & Feldberg, Frans, 2023. "Another pathway to complementarity: How users and intermediaries identify and create new combinations in innovation ecosystems," Research Policy, Elsevier, vol. 52(7).
    14. Shu He & Jing Peng & Jianbin Li & Liping Xu, 2020. "Impact of Platform Owner’s Entry on Third-Party Stores," Information Systems Research, INFORMS, vol. 31(4), pages 1467-1484, December.
    15. Mucha, Tomasz & Seppälä, Timo, 2020. "Artificial Intelligence Platforms – A New Research Agenda for Digital Platform Economy," ETLA Working Papers 76, The Research Institute of the Finnish Economy.
    16. Figge, Frank & Hahn, Tobias, 2012. "Is green and profitable sustainable? Assessing the trade-off between economic and environmental aspects," International Journal of Production Economics, Elsevier, vol. 140(1), pages 92-102.
    17. Boris Otto & Matthias Jarke, 2019. "Designing a multi-sided data platform: findings from the International Data Spaces case," Electronic Markets, Springer;IIM University of St. Gallen, vol. 29(4), pages 561-580, December.
    18. Fellnhofer, Katharina, 2022. "Entrepreneurial alertness toward responsible research and innovation: Digital technology makes the psychological heart of entrepreneurship pound," Technovation, Elsevier, vol. 118(C).
    19. Peng, Hui & Lu, Yaobin & Gupta, Sumeet, 2023. "Promoting value emergence through digital platform ecosystems: Perspectives on resource integration in China," Technological Forecasting and Social Change, Elsevier, vol. 189(C).
    20. Mosch, Philipp & Majocco, Philipp & Obermaier, Robert, 2023. "Contrasting value creation strategies of industrial-IoT-platforms – a multiple case study," International Journal of Production Economics, Elsevier, vol. 263(C).

    More about this item

    Keywords

    Business-to-Business; B2B; Platform; Ecosystem; Industrial Internet of Things (IIoT); Segmentation; Verticalization; Vertical Information Systems;
    All these keywords.

    JEL classification:

    • A23 - General Economics and Teaching - - Economic Education and Teaching of Economics - - - Graduate
    • B4 - Schools of Economic Thought and Methodology - - Economic Methodology
    • K0 - Law and Economics - - General
    • M2 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Economics
    • O2 - Economic Development, Innovation, Technological Change, and Growth - - Development Planning and Policy
    • P5 - Political Economy and Comparative Economic Systems - - Comparative Economic Systems
    • Q5 - Agricultural and Natural Resource Economics; Environmental and Ecological Economics - - Environmental Economics
    • R1 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General Regional Economics
    • Y4 - Miscellaneous Categories - - Dissertations
    • Z1 - Other Special Topics - - Cultural Economics

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pra:mprapa:120610. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Joachim Winter (email available below). General contact details of provider: https://edirc.repec.org/data/vfmunde.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.