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A Roadmap for B2B Marketplace

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  • Ashis K. Pani

Abstract

B2B phenomena are changing the lives of millions of people and altering the way people think about business and the way businesses are done. A plethora of companies is becoming Business-to-Business. (B2B) market players that will restructure procurement, reduce costs and enhance revenue in their respective market places. B2B e-Commerce reduces human contact with customers and promotes an efficient purchasing process with a focus on product price, quality, and lead times. Given the land-grab mindset of the last two years to establish a stake in the B2B world, there are many B2B portals claiming to be a “market leader†, with only a few likely to survive. This paper takes an in depth look at the forces that drive the B2B market as well as the strategies for maintaining its niche among newer, more highly funded entrants.

Suggested Citation

  • Ashis K. Pani, 2002. "A Roadmap for B2B Marketplace," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 27(3), pages 141-148, July.
    • Handle: RePEc:sae:manlab:v:27:y:2002:i:3:p:141-148
    DOI: 10.1177/0258042X0202700301
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