The Role of Trust in Business-to-Business Electronic Commerce

Abstract

Lack of trust is a major reason for many companies to take a cautious stance towards business-to-business electronic commerce.Especially innovative business models such as online business-to-business marketplaces face the task of not only having to give their members and partners faith in their own capabilities and reliability, but also to ensure that the respective parties interacting through them have trust in each other.Therefore, we develop a framework of analysis that serves as a means to discover holes in the trust landscape of such marketplaces.This framework is based on a thorough discussion of the notion of trust, that of trustrelated trends as well as an analysis of the roles and objects of business-to-business electronic commerce.This discussion shows the challenge but also the opportunity for marketplaces as intermediaries in virtual relationships that lies in a comprehensive understanding of the concept of trust.Furthermore, we believe that it gives a foundation for transferring the general understanding of trust not only to our application for a framework for business-to-business marketplaces but also for other online intermediaries.

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