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B2B Market

In: Business and Management

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B2B e-marketplaces: a typology by functionality
Kenneth J. Petersen
Department of Management, Colorado State University, Fort Collins, Colorado, USA

Received January 2005 Revised July 2006 Accepted July 2006

Jeffrey A. Ogden
Air Force Institute of Technology, Wright Patterson AFB, Ohio, USA, and

Phillip L. Carter
W.P. Carey School of Business, Supply Chain Management, Arizona State University, Tempe, Arizona, USA
Purpose – The purpose of this article is to develop a typology of e-marketplace functionality and then link the typology to the associated value creation potential of differing types of e-marketplaces. Design/methodology/approach – In-depth interviews with the executives of 50 e-marketplaces, a web/mail-based survey of another 350 e-marketplaces and interviews with several e-marketplace customers were conducted. Findings – B2B e-marketplaces offer a variety of different value propositions. Leading e-marketplaces have a well-developed strategy for reaching a particular segment of the buying community, based on service needs. Developing e-marketplaces do not demonstrate the same focus. On one hand, only a few e-marketplaces had developed the same winning constellations of services, while on the other hand, most were planning a roll-out of a wide variety of services that would carry them far beyond a focused strategy. The success of this approach seems problematic. Practical implications – The prudent customer of an e-marketplace should weigh their requirements against the functionality found across the broad set of e-marketplaces as well as against the constellations of functionality (and value creation potential) developed in this research. Only after a careful assessment of needs, can companies make…...

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