The success factors of B2B e-markets

Abstract

The concept of B2B e-marketplaces has undergone fundamental transformations during recent years. The B2B e-commerce expectations have changed from euphoria to scepticism or even pessimism. According to Deloitte research 1.400 Internet trading platforms have been launched or announced by the end of 2000. Whereas some analysts predict that the number of e-marketplaces will grow to 10.000 level, others consider that the current number is already too high. Internet-based electronic marketplaces use Internet technologies and standards to distribute product data and to facilitate online transactions, but the primary function of digital markets, aggregating buyers and sellers to provide increased information and choice, seems to be in many cases not enough to provide value to participants to trade through B2B platforms. This paper analyses the most important success factors of B2B platforms such as critical mass of participants, deep industry knowledge and value-added services. Finally, it describes the optimal e-market’s strategy and key issues for survival and success.