Service value exchange in B2B electronic marketplaces. Issue 6 (6th July 2015)

• Record Type: Journal Article
• Authors: Karjaluoto, Pauliina Ulkuniemi, Heikki; Standing, Susan; Standing, Craig
• Is Part Of: Journal of business & industrial marketing. Volume 30:Issue 6(2015)
• Page Start: 723
• Page End: 732
• Publication Date: 2015-07-06
• Subjects: Industrial marketing -- Periodicals; 658.804
• DOI: 10.1108/JBIM-05-2014-0112
• Languages: English
• ISSNs: 0885-8624

Abstract

<abstract> <title> <x content-type="archive" xml:space="preserve">Abstract</x> </title> <sec> <title content-type="abstract-heading">Purpose</title> <p> – This paper aims to explore what aspects of organisational value can be realised through taking a service exchange perspective of e-marketplaces as opposed to a product transaction perspective Marketing is increasingly concerned with the notion of service value in business-to-business markets. Electronic marketplaces (e-marketplaces) have been used in B2B exchanges for many years and continually evolve as the understanding of e-marketplace participation and the technologies develop. </p> </sec> <sec> <title content-type="abstract-heading">Design/methodology/approach</title> <p> – A case study approach is taken using three large e-marketplace organisations and interviews with senior managers from each company. </p> </sec> <sec> <title content-type="abstract-heading">Findings</title> <p> – The paper argues that e-marketplaces should not be thought of solely as a product transaction mechanism but rather as a digital marketing and communication network where service, rather than products, forms the basis of a value creating exchange. </p> </sec> <sec> <title content-type="abstract-heading">Practical implications</title> <p> – Organisations can co-create value within an e-marketplace network but must market services value across organisational boundaries. </p> </sec> <sec> <title content-type="abstract-heading">Originality/value</title> <p> – The paper extends the literature in the area of e-marketplace trading and recognises the importance of the digital communication network in enabling service exchange between the e-marketplace, buyers and suppliers.</p> </sec> </abstract>