The recent explosion of attempts to form B2B exchanges and the large failure rate of these attempts raise questions about when and why B2B exchange formation succeeds. Our model provides a theory of B2B exchange formation by investigating conditions under which B2B exchanges attract enough buyers and suppliers to form. Our most important result is that, when the number of potential suppliers is large enough, successful formation of a B2B exchange hinges on its ability to subsidize suppliers selectively. Since there are externalities among participation decisions, charging the marginal cost of connection does not lead to the efficient outcome. Offering a subsidy to a selective group of suppliers is to "divide and conquer" them to induce full participation. Selective subsidy is also necessary to insure that the optimal number of suppliers join the exchange. When such subsidy is feasible, the full participation equilibrium becomes the unique subgame-perfect Nash equilibrium. The theory also yields implications for the ownership structure needed to support B2B exchange formation.
"This book offers the latest the field has to offer in research, methodologies, frameworks, and advances in the field of intelligent information technologies"--Provided by publisher.
Since the first Congress in Zürich in 1897, the ICM has been an eagerly awaited event every four years. Many of these occasions are celebrated for historie developments and seminal contributions to mathematics. 2002 marks the year of the 24th ICM, the first of the new millennium. Also historie is the first ICM Satellite Conference devoted to game theory and applications. It is one of those rare occasions, in which masters of the field are able to meet under congenial surroundings to talk and share their gathered wisdom. As is usually the case in ICM meetings, participants of the ICM Satellite Conference on Game Theory and Applications (Qingdao, August 2(02) hailed from the four corners of the world. In addition to presentations of high qual ity research, the program also included twelve invited plenary sessions with distinguished speakers. This volume, which gathers together selected papers read at the conference, is divided into four sections: (I) Foundations, Concepts, and Structure. (II) Equilibrium Properties. (III) Applications to the Natural and Social Sciences. (IV) Computational Aspects of Games.
In her pioneering book Platform Leadership (with Michael Cusumano), Gawer gave us the strategy of building coalitions of customers, suppliers, and complementors. Now, she brings together a number of the leading researchers in the area of platform strategy to give us a book that will be a key reference for both practitioners and academics. Adam Brandenburger, New York University, US Annabelle Gawer s collected volume of research shows that a vibrant community of scholars has arisen around platforms and innovation. Each of the chapters is first rate, with top researchers offering some of their latest work. This will be an indispensable book for students of innovation and technology management everywhere. Henry Chesbrough, University of California, Berkeley, US Annabelle Gawer s Platforms, Markets and Innovation is the first serious exploration of the critical but subtle role that platforms play in business, society and our personal lives. As digital technologies penetrate every nook and cranny of the world around us, we rely on platforms to both help us use the new technologies, as well as to organize new markets of innovation that add applications on top of the platforms and make them far more valuable. Dr Gawer s excellent book is designed to help us understand the mysterious nature of platforms. It brings together the insights of twenty-four experts around the world who contributed to the fourteen chapters of the book. Dr Gawer s book is invaluable to anyone trying to understand the nuanced nature of platforms, and their implications for the evolution of innovation in the 21st century. Irving Wladawsky-Berger, IBM Academy of Technology, US The emergence of platforms is a novel phenomenon impacting most industries, from products to services. Industry platforms such as Microsoft Windows or Google, embedded within industrial ecosystems, have redesigned our industrial landscapes, upset the balance of power between firms, fostered innovation and raised new questions on competition and innovation. Annabelle Gawer presents cutting-edge contributions from 24 top international scholars from 19 universities across Europe, the USA and Asia, from the disciplines of strategy, economics, innovation, organization studies and knowledge management. The novel insights assembled in this volume constitute a fundamental step towards an empirically based, nuanced understanding of the nature of platforms and the implications they hold for the evolution of industrial innovation. The book provides an overview of platforms and discusses governance, management, design and knowledge issues. With a multidisciplinary approach, this book will strongly appeal to academics and advanced students in management, innovation, strategy, economics and design. It will also prove an enlightening read for business managers in IT industries.
This timely Handbook examines the rapidly expanding research area of digital platforms and business ecosystems in the context of manufacturing industries. Chapters analyze core topics such as business model transformation, ecosystem design, and governance, offering an up-to-date overview of crucial research.
A second volume in the series that began with The One to One Manager analyzes the experiences of seven top companies to offer guidance on such issues as hiring and training the best salespeople and selling multiple product lines.
The manufacturing industry is facing the challenges of shifting its operations from the traditional factory integration philosophy to a supply chain based e-factory philosophy, and of transforming the focus of companies from the local factory to global enterprise and business. Innovative Tools for Business Coalitions in B2B Applications presents a set of innovative methodologies that can be used to face all the issues that stem from the interaction of customers and suppliers in an e-marketplace environment. The first methodology discussed is multi-agent architecture and this forms the basis of a simulation environment developed in order to test the proposed models. The second concerns a bargaining model based on the negotiation mechanism and the third centers on production planning to support agents during the bargaining phase. The fourth is the possibility of a coalition between the suppliers and the authors offer a choice of two different approaches. One is the application of Nash equilibrium to select the members of a potential coalition of sellers, while the other is a centralized approach with a profit sharing mechanism based on the Shapley value. All the innovative approaches reported in Innovative Tools for Business Coalitions in B2B Applications have been statistically tested in different market conditions. The methodologies, approaches and results presented in Innovative Tools for Business Coalitions in B2B Applications will be of interest to PhD students, operations managers and supply chain management researchers who develop value-added services for an e-marketplace in a business-to-business environment.
"The rapid commercialization of the Internet and success of online direct marketing led to the burgeoning field of business-to-business e-commerce, a growing industry analyzed with the most recent research developments and successful implementation strategies in this business volume. E-commerce environments, supply chain management issues, and value chain networks are explored with respect to process, research, and electronic tendering. More complex discussions of classification schemes, manufacturing connectedness, and structuration theory provide the academic dimension of the practical business challenges presented."
This unique book comprehensively presents the current state of knowledge, theoretical and practical alike, in the field of business-to-business (B2B) marketing. More than 30 of the best and most recognized B2B marketers address the most relevant theoretical foundations, concepts, tried and tested approaches and models from entrepreneurial practice. Many of those concepts are published for the first time ever in this book. The book not only builds on the existing classic literature for industrial goods marketing but also – and much more importantly – finally closes the gap towards the rapidly growing ecosystem of modern B2B marketing terms, instruments, products, and topics. Technical terms such as Account-Based Marketing, Buyer Journey, ChatBots, Content AI, Marketing Automation, Marketing Canvas, Social Selling, Touchpoint Sensitivity Analysis, and Predictive Intelligence are explained and examined in detail, especially in terms of their applicability and implementation. The book as a whole reflects the B2B marketing journey so that the readers can directly connect the content to their own experience and use the book as a guide in their day-to-day work for years to come.
