Electronic trading, interorganizational systems and the nature of buyer-seller relationships: The need for a network perspective

Cunningham, Colin S.; Tynan, Caroline

doi:10.1016/0268-4012(93)90044-5

Cited by 92 publications

(33 citation statements)

References 17 publications

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“…in Cunningham & Tynan, 1993;Reekers, 1995) is the network approach, which has been used in the social network literature (e.g. Knoke & Kuklinski, 1982;Scott, 1991) and in the industrial network approach (e.g.…”

Section: Stakeholder Identificationmentioning

confidence: 99%

Stakeholder identification in inter-organizational systems: gaining insights for drug use management systems

Pouloudi

Whitley

1997

European Journal of Information Systems

171

121

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Abstract:Interorganizational systems operate in an area where there are many interested parties. If the views of these interested parties are not explored and taken into consideration before and during the development of an interorganizational system, it is likely that the implementation of this system will be disappointing. This paper describes one approach to exploring these views through the use of stakeholder analysis. More specifically, it describes how to identify the stakeholders, a process that has been overlooked in the stakeholder analysis and interorganizational systems literature, and examines the perceptions of a number of stakeholders in the drug use management field in the United Kingdom.

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Section: Stakeholder Identificationmentioning

confidence: 99%

Stakeholder identification in inter-organizational systems: gaining insights for drug use management systems

Pouloudi

Whitley

1997

European Journal of Information Systems

171

121

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“…Some authors have used it as a general descriptor (e.g. Gates 1999), and others have applied it within specific contexts such as Business-to-Business (B2B) and Inter-Organisational Systems (IOS) (Cunningham and Tynan 1993;Grilo et al 1996;Allen et al 2000;Lucas 2002), and in marketing (Watson et al 2000;Blazevic and Lievens 2008). We use the term in a less restrictive fashion even than, for example, Grilo et al, in that the interactions do not need to be between organisations.…”

Section: Introductionmentioning

confidence: 99%

Electronic interaction research 1988 – 2012 through the lens of the Bled eConference

Clarke

Pucihar

2013

Electron Markets

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Electronic interaction (EI) depends on technological capabilities that have only become available during the last quarter-century. The Bled eConference has straddled this period. A review of the conference's successive themes, and of the corpus of over 1,000 papers presented at the 25 events to date, reveals three major Eras, referred to in this paper as the EDI, eCommerce and eInteraction Eras. A trace of the developments in the diverse array of EI technologies and EI-technologies-in-use shows that researchers have focussed very heavily on economic concerns, and until recent years did so almost to the exclusion of social concerns. The paper proposes that EI research needs to seek better balances between organisational and human needs. In addition, because of the instability of bleeding-edge phenomena, empirical research is being published too late to deliver much value to practitioners. The prevailing expectations of journals that rigour be pursued at all costs means that the relevance of research to the real world has become a quite secondary concern to many academics. The EI literature is accordingly at risk of following the IS literature more generally into a closed enclave, in which academics talk to one another and no-one else. Key precepts for an alternative research philosophy are proposed.

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“…Furthermore, it has been demonstrated frequently that in addition to the high-tech product, both sales person expertise and after-sales support and service and communication effectiveness are essential ingredients for supplier success in high-technology markets [9][10][11][12]. Extensive contract negotiations and regular maintenance requirements lead to an atmosphere of multiple interactions between individual buyers and sellers in which communication and cooperation play an important role [13]. This phenomenon has been referred to as the "multiheaded customer and seller" [14].…”

Section: Introductionmentioning

confidence: 99%

Antecedents of Commitment and Trust in Customer–Supplier Relationships in High Technology Markets

Ruyter

Moorman²,

Lemmink

2001

Industrial Marketing Management

398

283

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Electronic trading, interorganizational systems and the nature of buyer-seller relationships: The need for a network perspective

Cited by 92 publications

References 17 publications

Stakeholder identification in inter-organizational systems: gaining insights for drug use management systems

Stakeholder identification in inter-organizational systems: gaining insights for drug use management systems

Electronic interaction research 1988 – 2012 through the lens of the Bled eConference

Antecedents of Commitment and Trust in Customer–Supplier Relationships in High Technology Markets

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