The Impact of Interorganizational Networks on Buyer-Seller Relationships
The Impact of Interorganizational Networks on Buyer-Seller Relationships
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DOI：
10.1007/978-1-4471-0591-6_2
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发表时间：
1998
期刊：
影响因子：
--
通讯作者：
C. Steinfield;R. Kraut;A. P. Chan
中科院分区：
文献类型：
--
作者：
C. Steinfield;R. Kraut;A. P. Chan
组织间的数据网络对买卖双方的关系有两种相反的影响。一方面，网络可用于促进买卖双方交易时间较短的电子市场。然而，另一种可能性是利用网络加强现有的商业关系，并通过增加转向新贸易伙伴的成本来锁定伙伴。我们对文献的回顾表明，后一种被称为电子等级制的趋势更为普遍。本文探讨了这些竞争效应背后的理论依据，并提出了一些证据，以显示条件下，电子市场或电子等级制度可能会占上风。
Interorganizational data networks can have two opposing effects on buyer-seller relationships. On the one hand, networks may be used to foster electronic marketplaces characterized by more ephemeral transactions between buyers and sellers. Also plausible, however, is the use of networks to strengthen existing commercial relationships and lock in partners by increasing the costs of switching to new trading partners. Our review of the literature suggests that this latter tendency toward what have been called electronic hierarchies is more prevalent. This paper examines the theoretical rationales behind these competing effects and presents some evidence to show the conditions under which electronic marketplaces or electronic hierarchies are likely to prevail.