Strategic Partnerships and Competitiveness of Business-to-Business E-Marketplaces: Preliminary Evidence from Europe

International Journal, Vol. 12, No. 2, pp. 1019-6781, 2002

Posted: 2 Oct 2007 Last revised: 22 Oct 2007

See all articles by Markus Lenz

Markus Lenz

affiliation not provided to SSRN

Hans-Dieter Zimmermann

FHS St. Gallen, University of Applied Sciences

Mark Heitmann

Columbia College

Abstract

Business-to-business (B2B) marketplaces offer the potential of substantial increases in efficiency and transparency in their target industries. We argue that to realize this potential they must form strategic partnerships. While the need to partner with companies in their target industries has been coming to the forefront with the rise of industry-sponsored marketplaces, firms find that there is a further need to partner with other organizations to create more extensive and adaptive service offerings. The goal of this research is to support the view that forming strategic partnerships with specialized service providers and other marketplaces is an important means for marketplaces to create successful business models and to improve their competitive position. We examine the relevant theory and explore the status of partnering activities of European B2B marketplaces, which we surveyed from April to May 2001. Additionally, we report on a set of in-depth interviews with the management of a number of major B2B marketplaces. The results support our view that partnering skills are critical for B2B marketplaces to improve their competitive position.

Keywords: Strategic Partnerships, Business-to-Business Marketplaces, Service Provider, Competitiveness, electronic markets

Suggested Citation

Lenz, Markus and Zimmermann, Hans-Dieter and Heitmann, Mark, Strategic Partnerships and Competitiveness of Business-to-Business E-Marketplaces: Preliminary Evidence from Europe. International Journal, Vol. 12, No. 2, pp. 1019-6781, 2002, Available at SSRN: https://ssrn.com/abstract=1018061

Markus Lenz

affiliation not provided to SSRN ( email )

No Address Available

Hans-Dieter Zimmermann (Contact Author)

FHS St. Gallen, University of Applied Sciences ( email )

Rosenbergstrasse 59
St. Gallen, SG 9001
Switzerland

HOME PAGE: http://www.hdzimmermann.net

Mark Heitmann

Columbia College ( email )

600 South Michigan Avenue
60605
United States

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