B2B Exchanges
by Sculley, Arthur B.; Woods, William A.Format: Paperback
Pub. Date: 2001-03-22
Publisher(s): HarperCollins Publications
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Summary
The authors reveal the shift occurring in the way businesses buy and sell from each other, as well as the once-in-a-lifetime shift of power from the seller to the buyer.
Table of Contents
| Acknowledgments | p. vii |
| Foreword | p. ix |
| Introduction | p. xiii |
| Defining the B2B Market Space | |
| What Are B2B Exchanges? | p. 3 |
| On-line, B2B Is Where the Profits Will Be | p. 18 |
| Why B2B Exchanges Are Developing on the Internet | p. 35 |
| "It's NOT the Technology, Stupid!" | p. 53 |
| Anatomy of a B2B Exchange | |
| Membership and Ownership Models | p. 65 |
| Trading Models | p. 81 |
| Strategic Partnership Models | p. 102 |
| Revenue Models | p. 107 |
| Seven Secrets for Success for B2B Exchanges | |
| Secret 1: Stay Focused--Specialize in a Vertical | p. 121 |
| Secret 2: Play to Win--The Need to Dominate | p. 131 |
| Secret 3: Maintain Commercial Neutrality | p. 144 |
| Secret 4: Ensure Transparency and Integrity | p. 154 |
| Secret 5: Add Value by Building a Virtual Community | p. 165 |
| Secret 6: Make the Right Strategic Partnerships | p. 179 |
| Secret 7: Operate as a Virtual Corporation | p. 187 |
| The Future of B2B | |
| Entrepreneurs versus Industry Consortia | p. 197 |
| Antitrust Issues | p. 202 |
| 2B or Not 2B On-Line? | p. 209 |
| Selected Company Profiles | p. 219 |
| Bibliography | p. 275 |
| Index | p. 279 |
| Table of Contents provided by Syndetics. All Rights Reserved. |
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