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An Introduction to Business-to-Business ExchangePaul FarrisUniversity of Virginia - Darden School of Business Phil E. PfeiferUniversity of Virginia - Darden School of Business Richard R. Johnsonaffiliation not provided to SSRN Darden Case No. UVA-M-0638 Abstract: While business-to-consumer e-commerce (B2C) has garnered the most public attention of any online business sector, business-to-business (B2B) e-commerce is proving to account for a much larger slice of the economic pie. A significant portion of B2B e-commerce transactions will occur through online marketplaces called B2B exchanges. The objective of this technical note is to provide an understanding of these exchanges, including their organizational and revenue models.
Number of Pages in PDF File: 15 Keywords: business-to-business marketing, bargaining/bidding, market structure, procurement, selling, strategic market planning, supplier relations, e-business working papers seriesDate posted: June 16, 2009Suggested CitationContact Information
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