| Summary: | No === Purpose - To present a complete and comprehensive model by which business-to-business (B2B)
e-commerce transactions for sales and purchases between organisations may be categorised.
Design/methodology/approach - Literature from the e-commerce and operations management
fields was studied, and the findings were synthesised to develop a preliminary conceptual model of
B2B interaction. The conceptual model was tested empirically using a qualitative research procedure
involving focus groups. From this, its structure and content were validated and refined.
Findings - The research found that the developed model, incorporating nine exclusive e-commerce
trading scenarios, covers all B2B selling and purchase transactions, which suggests that it is
comprehensive. It further found that trading occurs in each of the nine scenarios within the model, thus
suggesting that it is complete. These findings support the conclusion that the model represents a valid
taxonomy for the classification of B2B e-commerce transactions.
Research limitations/implications - Although the literature findings are international, the
empirical study was restricted to the UK. The model has been validated through this research, and
now provides a framework by which the mechanisms of B2B trade may be further investigated.
Practical implications - The model allows commercial organisations and researchers to recognise
and understand the complexity and multiple dimensions of e-commerce use for B2B sales and
purchases. It provides a framework onto which individual trading scenarios may be mapped. The
framework offers guidance to operations and supply chain managers in organisations as to the most
appropriate approach to adopt in particular e-commerce implementation projects and supply chain
transactions.
Originality/value - This paper furthers knowledge in the areas of e-commerce and operations
management by proposing a new model of B2B interaction. This provides a comprehensive means of
classifying all available transaction types, the characteristics of these and the likely technology used
within them. It offers the ability, systematically, to identify, map and understand all available B2B
e-commerce trading mechanisms.
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