E-Markets in the Battle Zone Between Relationship and Transaction Marketing!

Ivang, Reimer; Sørensen, Olav Jull

doi:10.1080/10196780500303086

Cited by 14 publications

(10 citation statements)

References 28 publications

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“…The potential of e-procurement has already been proven in a number of studies [6,7,8,9,10]. The widespread use of the Internet as communication standard is considered as a fundamental strength for development of electronic procurement.…”

Section: Literature Reviewmentioning

confidence: 99%

“…This means that more and more suppliers are facing the demands of negotiation and trade via e-markets, auctions and e-procurement systems. It indicates that short-term oriented e-market is here to stay and will require new solutions to the classical dilemma of market economy between short-term optimisation and long-term development [7]. E-procurement technologies are IT systems that companies can use in the automation of their procurement processes.…”

Section: Literature Reviewmentioning

confidence: 99%

“…Many already have ongoing relationships with both buyers and manufacturers, which they can bring into online relationships. What's more, group buying has clout, whatever the medium, and anyone who can organize groups of buyers and lead them online will have a competitive advantage [3,6,7]. Ivang et, al.…”

Section: Literature Reviewmentioning

confidence: 99%

“…Optimization and business rules address some of the roadblocks in e-procurement systems. These technologies can help meet buyers' needs and bring a higher level of efficiency to key tasks such as formatting multi-supplier catalogues, costing out indirect procurement alternatives, optimizing the sourcing of indirect goods and services, mapping approval processes and following the progress of specific purchase orders [6,7]. Talluri et, al.…”

Section: Literature Reviewmentioning

confidence: 99%

See 3 more Smart Citations

Applying e-procurement system in the healthcare: the EPOS paradigm

Ketikidis

Kontogeorgis

Stalidis³

et al. 2010

International Journal of Systems Science

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This paper focuses on efficient e-procurement mechanisms that enable hospitals and pharmaceutical suppliers to electronically exchange contractual information, aided by the technologies of optimisation and business rules. E-procurement offers hospitals and ambulatory facilities several notable advantages: convenience, efficiency, broad selection, favourable pricing, information on new products and even more. Optimisation and business rules technologies can help meet buyers' needs and bring a higher level of efficiency to key tasks such as formatting multi-supplier catalogues, costing out indirect procurement alternatives, optimising the sourcing of indirect goods and services, mapping approval processes and following the progress of specific purchase orders. This article presents EPOS which is triggered by the consumer's request, offers the participants the ability to dynamically constellate with other medical suppliers, and promotes collective competition among the constellations.

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Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

See 2 more Smart Citations

Applying e-procurement system in the healthcare: the EPOS paradigm

Ketikidis

Kontogeorgis

Stalidis³

et al. 2010

International Journal of Systems Science

View full text Add to dashboard Cite

show abstract

“…Thus, an important means of achieving competitive advantage for travel agencies compared to pure Internet intermediaries is to leverage their direct customer contacts to build more effective and stronger relationships. Such focus on more intensive interaction and cooperation between customers and producers is at the core of relationship marketing (Ivang & Sørensen, 2005).…”

Section: Relationship Marketingmentioning

confidence: 99%

Designing for reintermediation in the brick-and-mortar world: Towards the travel agency of the future

Novak

Schwabe

2009

Electron Markets

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The Internet and electronic marketplaces have profoundly transformed the travel services industry and challenged the traditional value proposition of travel agencies: What is the reason for their existence if information is abundantly available and transactions can be flexibly conducted in direct buyer-seller interactions on the Internet? Traditional travel agencies are struggling to develop new value propositions which differentiate them against the Internet competition, largely based on expanding their reach through online subsidiaries. We present a reintermediation approach based on a novel way of IT-enabled travel advisory which integrates the advantages of interactive technologies and Internet channels with the advantages of direct customer interaction in the physical agency setting. In particular, we propose a reintermediation framework based on the integration of kernel theories from information seeking behavior, interactive value creation, relationship marketing and the design of hedonic information systems. We argue that physically collocated travel advisory services can create a significant added value, if they succeed in uncovering customers' hidden needs, heightening trust and relationship building in the advisory process and creating a better user experience. Following the design science methodology we validate the proposed framework through the design, implementation and evaluation of a proof-ofconcept prototype in a field experiment in a real-world travel agency.

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Analysis of B2B e-marketplaces: an operations perspective

Zhang

Bhattacharyya

2008

Inf Syst E-Bus Manage

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The phenomenon of business-to-business (B2B) e-marketplaces has triggered a lot of interest among researchers in recent years. Most of these studies focus on price competition or cost reduction. Few studies, however, have examined the impact of e-marketplaces on the participants' supply chain operations, including inventory management and order fulfillment. This study aims to fill such a gap. Employing agent-based simulations, we find that supply network agents tend to keep more inventories and backlog/lose fewer orders in the e-marketplace than in traditional supply chains. And this effect is profounder for the upstream agents, i.e., distributors and manufacturers than for downstream agents, i.e., retailers. Managerial implications of these findings are discussed.

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E-Markets in the Battle Zone Between Relationship and Transaction Marketing!

Cited by 14 publications

References 28 publications

Applying e-procurement system in the healthcare: the EPOS paradigm

Applying e-procurement system in the healthcare: the EPOS paradigm

Designing for reintermediation in the brick-and-mortar world: Towards the travel agency of the future

Analysis of B2B e-marketplaces: an operations perspective

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