In this paper, we focus on the relative efficiency of different e‐collaboration tools and their impact on the performance of individual firms positioned along the supply chain. In exploratory study, the supply chain of one large telecommunications OEM was analyzed in two consecutive phases,...

Purpose – The purpose of this paper is to explore a central issue in industrial marketing, namely the buyer‐seller relationship, by focusing on how its development influences and is influenced by the use of B2B e‐commerce strategies. More specifically, the paper aims at identifying what...

Purpose – This paper presents an analysis of the impact of electronic commerce on firms in the telecommunications equipment industry. Design/methodology/approach – Using the OECD's value chain methodology, electronic commerce initiatives identified in the optical connectivity value chain...