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Understanding B2B and the Web: the acceleration of coordination and motivation
Monash University, Melbourne, VIC.
Department of Management, University of Bath.
2003 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 32, no 7, p. 553-561Article in journal (Refereed) Published
Abstract [en]

This paper explores business-to-business (13213) marketing on the Internet, and how the confluence of the two may transform the 13213 landscape. Specifically, it discusses the notion of linkage value to demonstrate why the 13213 phenomenon on the Internet is so significant. It then considers the mechanisms and enablers that have made the Web such an important 13213 marketing channel. It also explores how the Web can reduce transaction costs, thereby facilitating more efficient exchanges and markets. The concepts of links and nodes are then introduced and the processes of disintermediation, reintermediation, disaggregation and reaggregation are explored. Finally, Web B2B configurations are considered by way of a model that describes four archetypal configurations, and the factors that are antecedent to these modes and how the Web may influence them.

Place, publisher, year, edition, pages
2003. Vol. 32, no 7, p. 553-561
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
URN: urn:nbn:se:ltu:diva-8530DOI: 10.1016/S0019-8501(02)00279-1ISI: 000185158700004Scopus ID: 2-s2.0-0042512358Local ID: 70abce30-c100-11db-834c-000ea68e967bOAI: oai:DiVA.org:ltu-8530DiVA, id: diva2:981468
Note
Validerad; 2003; 20070220 (ysko)Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved

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Berthon, PierrePitt, Leyland

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