Efficiency arguments explain why commercial intermediaries exist and will continue to be involved in the exchanges despite the spread of digital networks. Commercial intermediaries provide producers and consumers with a set of information, logistic, securization and insurance (and liquidity)...

The Internet-driven electronic marketplace (IEMP) has been presented as a way to enhance collaboration between buyers and suppliers while generating significant advantages for both parties. Nevertheless, the introduction of Online Reverse Auctions (ORA) in the negotiation process has been...

Trust is a crucial factor in e-commerce. However, consumers are less likely to trust unknown Web sites. This study explores how less-familiar e-commerce Web sites can use branding alliances and Web site quality to increase the likelihood of initial consumer trust. We use the associative network...

The introduction of Online Reverse Auctions in interorganizational relationships was at the origin of supplier’s distrust against industrial buyers. The majority of suppliers perceive ORA as a great shift in their relationships with buyers. We suggest a model which deals about suppliers...

L’objectif de cette communication est de proposer un cadre d’analyse de l’évolution des relations partenariales. Ce cadre d’analyse est centré sur les dimensions interactives au sein de la relation modélisée comme système social complexe. Dans un premier temps nous proposons une...

We can assume that for several years, online business-to-business relations have played a key part in the way firms organise their business and their relational networks. The main issue has been the emergence of new intermediaries which reorganise business and management process throughout the...