Internet-Based Market Places and Buyer-Seller Relationships: Governance Implications

The recent emergence of internet-based electronic market places is changing the structureof traditional marketing channels in a fundamental way. Collaboration may increase because of lowertransaction costs related with increased information availability. At the same time these same factors,through the effect they have on mutual dependency and uncertainty in the buyer-seller dyad, areconsidered to be key drivers of a shift towards a market-type of governance of buyer-sellerrelationships. Understanding the impact Internet based electronic marketplaces have on buyer-sellerrelationships is of crucial importance for the success of such market places as well as for buyers andsellers to fully exploit the benefits. In the present paper a theoretical framework is presented toinvestigate the main effects of internet based marketplaces on the governance of buyer-sellerrelationships

Looking Behind the Scenes of Shop-in-Store-Concepts:Conceptual Framework Outlining Four Routes to Success

Increasing retail concentration and the growing reliance of both producers and retailers ontheir brand make producer-distributor relationships in many fast moving goods industries a critical factorfor delivering customer value. A shop-in-store agreement (SISC) is a clear example of how collaborationbetween producer and distributor is developing to become a long-term oriented working partnership.Research on such kind of working partnerships has been conducted focussing on the marketing-mixelements that determine the success of such retail concepts. We want to extend the analysis of a SISCincluding the concepts of structure of the relationship, fairness and consider success as consisting ofsatisfaction and commitment. An extention of the extant literature is proposed based on insights from themarketing channels literature. Four routes to success are proposed as a result: 1) one winning format; 2) onewinning arrangement structure; 3) fair division of outcomes; and 4) fair dealings with partner

'De 'lijmwaarde' van merken

Marketingwetenschap en -praktijk lijken in een crisis te verkeren: de consument en haar koopgedrag lijken steeds minder voorspelbaar, met alle nadelige gevolgen van dien voor het aanzien van marketing als vakgebied. Bij nadere beschouwing blijkt die onvoorspelbaarheid echter vooral betrekking te hebben op de individuele consument. Wordt ook de sociale en culturele context in beschouwing genomen, dan blijkt de consument opeens een stuk minder ongrijpbaar

The Impact of B2B Exchanges on Brick and Mortar Intermediaries: The Elemica Case

The launch of B2B exchanges in brick and mortar industries has inspired the study of the potential impacts on business models of this shift from offline into online trade. Among market parties, intermediaries form a very interesting group, since electronic marketplaces could be seen as their direct competitors. We argue that the emergence of electronic marketplaces both creates opportunities and threats for brick and mortar intermediaries. This paper presents an analysis of the theoretical impacts of electronic marketplaces on brick and mortar intermediaries and both illustrates and extends the theoretical findings with the Elemica case. Elemica is an initiative of several major chemical companies, which aims to reduce supply chain costs by providing one-stop shopping. We conclude this paper with some fundamental implications of the emergence of electronic marketplaces for intermediaries in the chemical industry, which are applicable to more general settings as well