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The electronic 'go-between service provider': a new 'middle' role taking centre stage

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  • Vandermerwe, Sandra

Abstract

While the full impact of the Internet on traditional business models and strategies is yet to be played out, one thing is already certain: it will irrevocably challenge the nature of the traditional middle role. A full spectrum of Internet-driven consequences -- from disintermediation to cybermediation -- has already been observed by numerous academics and practitioners. This article describes a different intermediary: the 'go-between service provider,' who is increasingly challenging traditionalists benefiting from the new market and economic dynamics of our time. This paper, based on case studies and interviews as part of a long-term research project, presents a conceptual framework; lists critical success factors; and assesses the impact of all this on corporate thinking and practice.

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  • Vandermerwe, Sandra, 1999. "The electronic 'go-between service provider': a new 'middle' role taking centre stage," European Management Journal, Elsevier, vol. 17(6), pages 598-608, December.
    • Handle: RePEc:eee:eurman:v:17:y:1999:i:6:p:598-608
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    Cited by:

    1. Jallat, Frederic & Capek, Michael J., 2001. "Disintermediation in question: New economy, new networks, new middlemen," Business Horizons, Elsevier, vol. 44(2), pages 55-60.
    2. Lu, Qiang (Steven) & Yang, Yupin & Yuksel, Ulku, 2015. "The impact of a new online channel: An empirical study," Annals of Tourism Research, Elsevier, vol. 54(C), pages 136-155.
    3. Barnes-Vieyra, Pamela & Claycomb, Cindy, 2001. "Business-to-business E-commerce: models and managerial decisions," Business Horizons, Elsevier, vol. 44(3), pages 13-20.
    4. repec:dau:papers:123456789/2568 is not listed on IDEAS

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