Buyer-supplier relationships and the adoption of electronic marketplaces

Despite the high expectation that researchers and practitioners put on business-to-business electronic marketplaces (EMs), they have not prospered as expected. Relatively high setup and maintenance costs, the need for organizational changes, uncertainty of investment, and transaction risk are among the reasons mentioned most often that deter the adoption ofEMs.

This paper argues that buyer-supplier relationships play a significant role in the …