The Relationship between Buyer and a B2b E-Marketplace: Cooperation Determinants in an Electronic Market Context

FEUNL Working Paper No. 443

48 Pages Posted: 22 Feb 2006

See all articles by Andrew Lancaster

Andrew Lancaster

New University of Lisbon

Luis Filipe Lages

New University of Lisbon

Date Written: 2004

Abstract

In this article, the authors argue that cooperation may be achieved by adding technology dimensions to the core product.

Given the growing importance of real time information exchange and interactivity, a better understanding of the use of technology to the establishment and development of the buyer-supplier cooperative relationships is essential for knowledge advancement. Using a sample of nearly 400 SME's purchasing managers, this paper reveals that in an electronic market context, cooperation is positively affected by termination costs, supplier policies and practices, communication and information exchange, and negatively affected by product prices and opportunistic behavior. Moreover, both relationship commitment and trust play a major role in mediating the relationships between these five determinants and cooperation.

Keywords: relationship marketing, trust, cooperation, electronic markets, e-commerce

Suggested Citation

Lancaster, Andrew and Lages, Luis Filipe, The Relationship between Buyer and a B2b E-Marketplace: Cooperation Determinants in an Electronic Market Context (2004). FEUNL Working Paper No. 443, Available at SSRN: https://ssrn.com/abstract=882423 or http://dx.doi.org/10.2139/ssrn.882423

Andrew Lancaster (Contact Author)

New University of Lisbon ( email )

Lisbon, 1099-085
Portugal

Luis Filipe Lages

New University of Lisbon ( email )

Campus de Carcavelos
Rua da Holanda, 1
Carcavelos, 2775-405
Portugal
+351 213 801 600 (Phone)
+351 213 886 073 (Fax)

Do you have a job opening that you would like to promote on SSRN?

Paper statistics

Downloads
453
Abstract Views
3,357
Rank
122,188
PlumX Metrics