E-BUSINESS IN DYADIC RELATIONSHIP PERSPECTIVE

摘要

This paper reports on the research into the effects and opportunities of electronic tools in procurement and marketing. E-Business is defined as 'using electronic tools in procurement and marketing. It is believed that using these tools affects relationships between organizations in sales and purchasing situations. More specific, we look into the effects in dyadic relations. Within the context of this research area the following research question is addressed: "What is the effect of using e-business tools on the relationship between suppliers and buyers ?" E-business is becoming a normalized instrument in improving cost efficiency and effectiveness in both (B2B) sales and procurement processes. By simplifying the chain into a set of dyads, one can clearly see that the supplier perspective and the buyer perspective coincide. Efforts in the field of E-Business from a buyer perspective might not be beneficial from a supplier perspective, and the other way around. This paper positions the idea that dyadic confrontation of supply chain management principles with customer relationship management principles can give insights into the effects of e-business on supplier and buyer relationships in B2B context. The interaction model is proposed and buyer e-transformation initiatives (e-procurement tools) are described from a buyer and supplier (dyadic) perspective in B2B environment.