B2B e-Marketplaces: What’s in it for me?

Abstract

Commerce among firms through the Internet, the so-called B2B commerce, constitutes a newly developed area in which most theses are yet to be demonstrated. The value proposition for firms in B2B commerce suggests the creation of highly efficient markets, access to a larger number of suppliers and/or customers, or even internal productivity increases. However, firms’ perceptions of such benefits have not been empirically researched yet. In this study, 152 large Spanish firms are surveyed to gain some insights about their perceptions and developments regarding B2B. Results show both positive and negative priorities depending on aspects such as firms’ current state of B2B development, perceived role in a B2B scenario, or characteristics of the industry. These results can help to assess the future diffusion of B2B initiatives, and also to evaluate new functions and areas for development in e-marketplaces.

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