eMarkets allow buyers and sellers to conduct their business relationships within an electronic environment, yet companies are not participating in them as expected. This research investigates the buyer's perception of key success factors for eMarkets. The results indicated that both basic enablers and differentiators were perceived as a given. The implication for marketing strategy is that new differentiators need to be developed to position eMarkets relative to their competition. eMarket-makers also need to consider the impact of external environmental factors on the marketing strategies they develop.
BrunnP.JensenM.SkovgaardJ.e-Marketplaces: Crafting a Winning StrategyEuropean Management Journal2032002286–298
3.
ChoudhuryV.HartzelK.KonsynskiB.Uses and consequences of Electronic Markets: An empirical investigation in the aircraft parts industryMIS Quarterly2241998471–507
4.
EidR.TruemanM.AhmedA.M.A cross-industry review of B2B critical success factorsInternet Research: Electronic Network Applications and Policy1222002110–123
5.
EngT.The role of e-marketplaces in supply chain managementIndustrial Marketing Management33200497–105
6.
Gartner G2., 2001. B2B E-marketplaces: How Will They Impact Your E-business Strategy?. Retrieved (20/05/2002) from: http://www.gartnerg2.com
7.
GartnerGroup., 2000(a). Dynamic Pricing: Not Just a Fancy Name for B2B Auctions.Gartner Group Strategic Analysis Report, January 4, 2000.
8.
GartnerGroup., 2000(b). Dataquest Alert, Asia Pacific Business-to-Business E-Commerce: A $1 Trillion Market by 2004. Retrieved (09/04/2002) from: http://www.gartnerweb.com/public
KalakotaR.RobinsonM.e-Business 2. 0 Roadmap for Success2001Addison-WesleyUSA
12.
KandampullyB2B relationships and networks in the Internet ageManagement Decision4152003443–451
13.
LathamS.Evaluating the Independent Trading Exchanges2000AMR ResearchBoston, Mass
14.
LennstrandB.FreyM.JohansenM.Analyzing B2B eMarkets – the Impact of Product and Industry Characteristics on Value Creation and Business StrategiesThe International Telecommunications Society's Asia-Indian Ocean Regional Conference Proceedings (Perth, Australia, 2 – 3 July 2001)20011
StandingC.StockdaleR.Recognition and use of Key Success Factors in Electronic MarketplacesProceedings of the Twelfth Australian Conference on Information Systems2001
