Making Sense of Emerging Market Structures in B2B E-Commerce

Mahadevan, B

doi:10.2307/41166233

Cited by 56 publications

(64 citation statements)

References 10 publications

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“…For example, a variation of the networking in the supply chain context, can stimulate the following process effects (ordered by integration intensity): inter-organizational exchange of information, coordination of the order flow, coordination of capacity, or inter-organizational reorganization (i.e., modification of the process structure to eliminate redundant value creation processes, standardize processes, or swap value creation activities between institutional actors to reap comparative cost advantages). 4 The information systems and supply chain integration literature generally accepts that information technology plays a major role in realizing process effects, as stated above [54,86]. But researchers in general must analyze whether a variation changes the process efficiency or effectiveness accordingly in order to link it to financial measures, see e.g.…”

Section: Network Investments Affect Processesmentioning

confidence: 98%

How can supply networks increase firm value? A causal framework to structure the answer

Otto

Obermaier

2009

Logist. Res.

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The recent literature in the field of supply chain management emphasizes the role of inter-organizational networks and the integration of vertical reproduction networks (supply chains) in particular as a key factor for value creation. However, the literature includes little empirical evidence. This situation suggests the need to appraise investments in such networks or supply chains carefully. How can a decision maker reliably assess the effect of investing in inter-organizational network arrangements on firm value? This article takes up this issue and suggests a framework consisting of five components to help answer the question. The task of the framework is to support the structuring and revelation of the causal chain between investments in the network on the one hand and the effect of these investments on firm value on the other hand. The article develops and explains the framework in detail and later on relates extant literature to its components. A finding of this article is that potential causal chains from changes in a supply chain or supply network to firm value can be quite long and hypothetical.

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Section: Network Investments Affect Processesmentioning

confidence: 98%

How can supply networks increase firm value? A causal framework to structure the answer

Otto

Obermaier

2009

Logist. Res.

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“…Online B2B marketplaces that are dedicated to spot sourcing considerably widen the market reach of both buyers and sellers but they also create specific challenges (Mahadevan 2003). For example, in such markets pre-existing social structures are typically sparse and so social cues are particularly difficult to observe (e.g., Pavlou & Gefen 2004).…”

Section: The Online Shadow Of Offline Signals: Which Sellers Get Contmentioning

confidence: 99%

The Online Shadow of Offline Signals: Which Sellers Get Contacted in Online B2B Marketplaces?

Lanzolla

Frankort

2016

AMJ

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Abstract:This article extends the understanding of what impels buyers to contact particular sellers in online business-to-business (B2B) marketplaces, which are typically characterized by sparse social structures and concomitant limitations in observing social cues. Integrating an institutional perspective with signaling theory, our core argument is that offline seller characteristics that are visible online-in particular, geographic location and legal statusconvey credible signals of seller behavior because they provide buyers with information on sellers' local institutional quality and the institutionallyinduced obligations and controls acting on sellers. Using unique data from a large Italian online B2B marketplace between the fourth quarter of 1999 and July 2001, we find that both sellers' local institutional quality and their legal statuses affect a buyer's likelihood of contacting a seller. Moreover, consistent with the idea that a buyer's own local institutional quality generates a relevant reference point against which sellers are evaluated, we find that a buyer is progressively more likely to contact sellers the higher their local institutional quality relative to the buyer. Jointly, our findings imply that in online B2B marketplaces, signals conveyed by sellers' geographic locations and legal statuses may be substantive sources of competitive heterogeneity and market segmentation. Academy of Management JournalThe Forthcoming, Academy of Management Journal * Both authors contributed equally to the research in this article. Associate Editor Heli Wang provided excellent guidance and three anonymous reviewers provided detailed and constructive comments and suggestions. We thank the B2B marketplace for sharing proprietary data, Kaizad Doctor for research assistance, Francesco Calderoni for advice on the measurement of corruption and organized crime in Italy, Enrico Spaziani at the Italian National Institute of Statistics (ISTAT) for advice on Italian territorial statistics, and Marco Bitetto, Daniela Latorre, and Tecla Ubaldi for generous advice on Italian commercial law. We also thank Argyro Avgoustaki, Charles Baden-Fuller, Mariachiara Barzotto, Gokhan Ertug, Igor Filatotchev, Santi Furnari, Stefan Haefliger, Wilko Letterie, Joanne Oxley, Carol Saunders, and audiences at Ca' Foscari University of Venice, HEC Lausanne, Singapore Management University, University of Groningen, and Warwick Business School for helpful comments and discussions related to this article. A predecessor version of this study was presented at the 2013 Academy of Management Annual Conference in Lake Buena Vista, Florida. During part of the research for this article, Gianvito Lanzolla was a Visiting Scholar at London Business School and Hans Frankort was a Visiting Scholar at the University of Toronto's Joseph L. Rotman School of Management. The authors gratefully acknowledge the support received at these two institutions.

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“…Complexity of product features refers to the amount of information needed to specify the attributes of a product to allow buyers to make a selection (Malone, Yates et al 1987;Mahadevan 2003). Bakos found that, in the market characterized by heterogeneous product offerings, buyer search costs can result in substantial inefficiencies (Bakos 1997).…”

Section: Complexity Of Product Featuresmentioning

confidence: 99%