Template-Type: ReDIF-Paper 1.0
Author-Name: Radkevitch, U.L.
Author-Name-Last: Radkevitch
Author-Name-First: Uladzimir
Author-Name: van Heck, H.W.G.M.
Author-Name-Last: van Heck
Author-Name-First: Eric
Author-Name: Koppius, O.R.
Author-Name-Last: Koppius
Author-Name-First: Otto
Title: Portfolios of Exchange Relationships: An Empirical Investigation of an Online Marketplace for IT Services
Abstract: Small firms face distinct problems and opportunities when procuring IT resources. Whereas previous work focused at the level of firm or buyer-supplier dyad, we address portfolios of buyer-supplier relationships at an online marketplace for IT services. Using the portfolio approach, we develop a buyers taxonomy and analyze properties of resulting clusters. Our investigation reveals four clusters of buyers with distinct mixes of long-term and short-term supplier relationships. Although reverse auctions are found to be associated with short-term relationships and negotiations support long-term relationships, buyers in different clusters use the two mechanisms in combination to a different extent.
Creation-Date: 2007-05-10
File-URL: https://repub.eur.nl/pub/10072/ERS-2007-035-LIS.pdf
File-Format: application/pdf
Series: RePEc:ems:eureri
Number: ERS-2007-035-LIS
Classification-JEL: L11, L15, M, O32
Keywords: Buyer-supplier relationships, IT services, Online markets, Outsourcing, Performance, Reverse auctions
Handle: RePEc:ems:eureri:10072