This paper argues that a better understanding of the business model of web auctions can be reached if we adopt a broader view and provide empirical research from different sites. In this paper the business model of web auctions is refined into four dimensions. These are auction model, motives, exchange processes, and stakeholders. One of the objects of this research is to redefine the blurry concept of the business model by analyzing one business model, the web auction model. We show in this research the complexity and diversity of factors contributing to the success of the web auction model. By generalizing the results to the level of business model we also show how complex and diverse business models can be. Motivated by the lack of empirically grounded justification for the mixed business results of web auctions, this paper adopts a qualitative approach that includes telephone interviews with web auctions developed in different European countries.

Web auctions, exchange processes, stakeholders
Business Administration and Business Economics; Marketing; Accounting (jel M), Production Management (jel M11), Planning Models; Planning Policy (jel O21), Productive Enterprises; Factor and Product Markets; Prices; Population (jel P42), Transportation Systems (jel R4)
Erasmus Research Institute of Management
ERIM Report Series Research in Management
Copyright 2001, A. Pouloudi, J. Paarlberg, E. van Heck, This report in the ERIM Report Series Research in Management is intended as a means to communicate the results of recent research to academic colleagues and other interested parties. All reports are considered as preliminary and subject to possibly major revisions. This applies equally to opinions expressed, theories developed, and data used. Therefore, comments and suggestions are welcome and should be directed to the authors.
Erasmus Research Institute of Management

Pouloudi, A, Paarlberg, J, & van Heck, H.W.G.M. (2001). Web Auctions in Europe (No. ERS-2001-76-LIS). ERIM Report Series Research in Management. Erasmus Research Institute of Management. Retrieved from