Many B2B exchanges have failed in recent years, while a few operators survived the hype and reached the break-even point. The operators in these markets are business service provider, their survival is linked to the value they need for the user company (like any other activity center for service). Potential participants will exchange only if they could improve their competitiveness and increase value. Suggests a different perspective to a discussion of the role of this exchange … Read more »

Many B2B exchanges have failed in recent years, while a few operators survived the hype and reached the break-even point. The operators in these markets are business service provider, their survival is linked to the value they need for the user company (like any other activity center for service). Potential participants will exchange only if they could improve their competitiveness and increase value. Suggests a different perspective to a discussion of the role of exchange in which the competitive effects is provided the driving force for the participants company – and the main driver for the success of the exchange. A survey of B2B exchanges shows that the companies involved partnership opportunities extract improves the business value of internal management and business activity of cross-network participation, efficiency and exploits. Specific drivers of value creation sources supporting this with various competitive features. For the companies participating in B2B exchange should be a conscious long-term strategy to meet their competitive position. B2B operators need competition to address their business models needs of potential users.
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from
Andrea Ordanini
Source: California Management Review
18 pages.
Release date: 01 February, 2005. Prod #: CMR305-PDF-ENG
Effects of participation in B2B Exchanges: A Resource-Based View HBR case solution

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