Reducing buyer search costs: implications for electronic marketplaces
Management Science - Special issue: Frontier research on information systems and economics
Bargaining theory with applications
Bargaining theory with applications
The Impact of the Secondary Market on the Supply Chain
Management Science
Decentralized Mechanism Design for Supply Chain Organizations Using an Auction Market
Information Systems Research
The role of e-marketplaces in relationship-based supply chains: a survey
IBM Systems Journal
The Landscape of Electronic Market Design
Management Science
A New and Improved Design for Multiobject Iterative Auctions
Management Science
Models for Iterative Multiattribute Procurement Auctions
Management Science
Competitive Options, Supply Contracting, and Electronic Markets
Management Science
Search and Collusion in Electronic Markets
Management Science
Supply Auctions and Relational Contracts for Procurement
Manufacturing & Service Operations Management
Journal of Management Information Systems
A Game-Theoretic Model of E-Marketplace Participation Growth
Journal of Management Information Systems
A Model of Neutral B2B Intermediaries
Journal of Management Information Systems
A Study of Sourcing Channels for Electronic Business Transactions
Journal of Management Information Systems
Fostering Networked Business Operations: A Framework for B2B Electronic Intermediary Development
International Journal of Intelligent Information Technologies
Market Transparency in Business-to-Business e-Commerce: A Simulation Analysis
International Journal of E-Business Research
Hi-index | 0.00 |
E-markets have been established in many industries as a sourcing option for buyers. The existing literature focuses on the substitutional effect of e-markets on the traditional supply chain, yet in many situations, e-markets are used by buyers as a benchmarking tool in negotiations with traditional suppliers. This paper examines the role of e-markets in price negotiations and relationship-specific investments. We find that e-markets can be an effective tool to stimulate the traditional supplier's relationship-specific investments, lower the procurement prices, and improve the buyer's profitability and the supply-chain efficiency. Therefore, e-markets can complement rather than substitute for the traditional relationship-based supply chain. When there is quality uncertainty in the e-market offering, two effects of quality uncertainty on e-market adoption are identified. Better quality on average will increase e-market adoption, but surprisingly, increasing quality dispersion of e-markets will also help. Therefore, e-markets should strive to enlist suppliers with better quality products, but do not need to worry too much about the quality dispersion. Having better price transparency will also help in attracting more business from buyers.