B-to-B Electronic Marketplaces

Successful Introduction in the Chemical Industry

  • Authors
  • Evi Hartmann

Part of the Business-to-Business-Marketing book series (BTBM)

Table of contents

  1. Front Matter
    Pages I-XVI
  2. Theoretical Part

  3. Empirical Part

    1. Evi Hartmann
      Pages 126-149
    2. Evi Hartmann
      Pages 150-166
    3. Evi Hartmann
      Pages 167-173
    4. Evi Hartmann
      Pages 175-206
    5. Evi Hartmann
      Pages 207-208

About this book


The introduction of the internet originated not only the establishment of an alternative channel for the marketing and selling of products, but even more importantly, it serves as a platform to set up B-to-B E-marketplaces. This development enables buyers and sellers to innovate entire business processes. However, in order to gain sustainable and tangible success, a company needs to thoughtfully analyze the different concepts of B-to-B E-marketplaces as there are many examples where the introduction of such marketplaces had non-intended negative consequences.

Evi Hartmann discusses the following research questions: What is the relation between a given purchase situation and the characteristics of a B-to-B E-marketplace? Can a fit between the two be defined from a relationship perspective? How does the interplay between the purchase situation and the B-to-B E-marketplace characteristics influence the success of a supplier relationship? The author presents a theoretical framework, which has been empirically tested in the German chemical industry, illustrates the managerial implications and shows the necessity of future research.


Beschaffunt Business-to-Business-Marketing Elektronische Marktplätze Lieferanten-Geschäftsbeziehung Marketing Projektmanagement business-to-business data analysis e-commerce management project management relationship management

Bibliographic information

  • DOI
  • Copyright Information Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden 2002
  • Publisher Name Deutscher Universitätsverlag, Wiesbaden
  • eBook Packages Springer Book Archive
  • Print ISBN 978-3-8244-7768-5
  • Online ISBN 978-3-663-09446-3
  • Buy this book on publisher's site
Industry Sectors
Materials & Steel
Chemical Manufacturing
Finance, Business & Banking
IT & Software
Consumer Packaged Goods