B-to-B Electronic Marketplaces : Successful Introduction in the Chemical Industry. Diss. (Business-to-Business-Marketing) (2002. 2002. xvi, 208 S. XVI, 208 p. 210 mm)

B-to-B Electronic Marketplaces : Successful Introduction in the Chemical Industry. Diss. (Business-to-Business-Marketing) (2002. 2002. xvi, 208 S. XVI, 208 p. 210 mm)

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Full Description

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?

Contents

Determining the purchase situation: Cornerstone of supplier relationship management

Classification of B-to-B electronic marketplaces: a relational approach

B-to-B E-marketplace introduction project

Theoretical framework and hypotheses of the study

Process of data gathering, sample description and process of data analysis

Operationalization of the constructs