Group Decision and Negotiation

, Volume 18, Issue 5, pp 449–465 | Cite as

Suppliers’ Participation in a Single Buyer Electronic Market

  • Sang M. Lee
  • Seong-Bae LimEmail author
  • Domingo Ribeiro Soriano


Business to business (B2B) is the fastest growing segment of the explosive growth of e-commerce. The purpose of this study is to identify internal factors which influence the supplier’s intention to adopt private exchange (PE), a single buyer side electronic market (EM). This study identified cost, flexibility, delivery, and quality as internal capabilities and investigated how these four factors influence suppliers’ participation in PE. The results of the study indicate the following: (1) suppliers do not believe that their capability to produce customized products for customers plays an important role in PE; (2) they still believe that standardized rather than engineered products would dominate the marketplace; and (3) a contractible factor like lower price, rather than non-contractible factors including superior flexibility of production capability, fast and reliable delivery, and quality, plays an important role in the PE.


Private exchange EDI Value network Internal capabilities Adoption of electronic market 


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Copyright information

© Springer Science+Business Media B.V. 2008

Authors and Affiliations

  • Sang M. Lee
    • 1
  • Seong-Bae Lim
    • 2
    Email author
  • Domingo Ribeiro Soriano
    • 3
  1. 1.Management DepartmentUniversity of Nebraska-LincolnLincolnUSA
  2. 2.Bill Greehey School of BusinessSaint Mary’s UniversitySan AntonioUSA
  3. 3.Department of Business AdministrationUniversity of ValenciaValenciaSpain

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