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Failure and Success of B-to-B Exchange Business Models:: A Contingent Analysis of Their Performance

Author

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  • Ordanini, Andrea
  • Micelli, Stefano
  • Di Maria, Eleonora

Abstract

The new economy presents extraordinary opportunities for growth and profit of electronic management of business-to-business relationships. E-marketplaces, or digital exchanges, represent one of the most promising phenomena in this environment but, despite the promises, many of these B-to-B exchanges have failed in the last few years, while a few 'survivors' remained in the market. The purpose of this paper is to investigate business models of active e-marketplaces, to understand which features make the difference between successful initiatives and failures. The paper is based on a survey of a sample of European exchanges located in Italy. Alternative business models are described through a cluster analysis along with three dimensions: content, structure, and governance. By comparing performances of the alternative business models, the analysis is able to show key features of successful business models for B-to-B e-marketplaces. The findings show that private large exchanges have a superior capability to generate turnover compared to vertical niche operators, due to specific choices of content, structure, and governance. Managerial implications and suggestions for future research are proposed.

Suggested Citation

  • Ordanini, Andrea & Micelli, Stefano & Di Maria, Eleonora, 2004. "Failure and Success of B-to-B Exchange Business Models:: A Contingent Analysis of Their Performance," European Management Journal, Elsevier, vol. 22(3), pages 281-289, June.
    • Handle: RePEc:eee:eurman:v:22:y:2004:i:3:p:281-289
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    Citations

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    Cited by:

    1. Teo, Thompson S.H. & Lin, Sijie & Lai, Kee-hung, 2009. "Adopters and non-adopters of e-procurement in Singapore: An empirical study," Omega, Elsevier, vol. 37(5), pages 972-987, October.
    2. Lambert, Susan C. & Davidson, Robyn A., 2013. "Applications of the business model in studies of enterprise success, innovation and classification: An analysis of empirical research from 1996 to 2010," European Management Journal, Elsevier, vol. 31(6), pages 668-681.
    3. Brettel, Malte & Strese, Steffen & Flatten, Tessa C., 2012. "Improving the performance of business models with relationship marketing efforts – An entrepreneurial perspective," European Management Journal, Elsevier, vol. 30(2), pages 85-98.
    4. Renna, Paolo & Argoneto, Pierluigi, 2010. "Production planning and automated negotiation for SMEs: An agent based e-procurement application," International Journal of Production Economics, Elsevier, vol. 127(1), pages 73-84, September.
    5. Eleonora Di Maria & Stefano Micelli, 2007. "District leaders as open networks: emerging business strategies in Italian industrial districts," "Marco Fanno" Working Papers 0038, Dipartimento di Scienze Economiche "Marco Fanno".
    6. BELLEFLAMME, Paul & TOULEMONDE, Eric, 2004. "B2B marketplaces : Emergence and entry," LIDAM Discussion Papers CORE 2004078, Université catholique de Louvain, Center for Operations Research and Econometrics (CORE).
    7. Latifi, Mohammad-Ali & Nikou, Shahrokh & Bouwman, Harry, 2021. "Business model innovation and firm performance: Exploring causal mechanisms in SMEs," Technovation, Elsevier, vol. 107(C).
    8. Andrew Pressey & John Ashton, 2007. "Competition Policy Implications of Electronic Business-to-Business Marketplaces: Issues for Marketers," Working Paper series, University of East Anglia, Centre for Competition Policy (CCP) 2007-15, Centre for Competition Policy, University of East Anglia, Norwich, UK..
    9. Shrutika Mishra & A. R. Tripathi, 2020. "Literature review on business prototypes for digital platform," Journal of Innovation and Entrepreneurship, Springer, vol. 9(1), pages 1-19, December.

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