Buyerseller relationships and information sources in an ecommerce world

In the environment of businesstobusiness ecommerce, both buyers and sellers are uncertain about their roles. Questions abound. What is the role of the Internet in buyerseller relationships, and what will be the interface between the Internet and the salesforce as information sources Data collected f...

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Bibliographic Details
Published in:The Journal of business & industrial marketing 2004-05, Vol.19 (3), p.188-196
Main Authors: DeeterSchmelz, Dawn R., Norman Kennedy, Karen
Format: Article
Language:English
Subjects:
Buyerseller relationships
Electronic commerce
Information systems
Online Access:Get full text
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Summary:In the environment of businesstobusiness ecommerce, both buyers and sellers are uncertain about their roles. Questions abound. What is the role of the Internet in buyerseller relationships, and what will be the interface between the Internet and the salesforce as information sources Data collected from purchasing professionals suggest that traditional information sources, including suppliers salespeople, are more useful than the Internet at the present time. Moreover, findings indicate that the Internet plays almost no role in supplier selection decisions and only a moderate role in ongoing buyerseller relationships. Additionally, in relationships characterized by high levels of information exchange, trust, cooperation, andor adaptations, the Internet appears to play a less important role. Based on these findings, implications for practitioners and researchers are discussed.
ISSN:0885-8624
DOI:10.1108/08858620410531324