B2B Marketplace Panel

Program •  Accepted Tutorial •  B2B Marketplace Panel • 
Doctoral Consortium

Thursday, August 21
14:00-16:00

Panel “Online B2B Marketplaces: Where’s the Beef?”

Panel Chair:

Professor Amit Basu

Charles Wyly Professor of Information Systems

Cox School of Business

SMU, Dallas, USA

Panelists

Professor Steve Muylle

Chairman Competence Centre Marketing

Vlerick Leuven Gent Management School

Gent, Belgium

Professor Martin Bichler

Univ. Professor

TechnicalUniv. of Munich

Munich, Germany

Mr. Jan van Rooy
inter∑sources
Tiensevest 134
B-3000 Leuven (Belgium)

Panel Overview

Over the past decade, the integration of Web technologies with enterprise software has provided significant momentum for and business interest in online marketplaces. The goal of this panel discussion will be to examine the ways in which online marketplaces have impacted the landscape of B-B transactions and business processes. Key questions that we will address are:

1. Where have the greatest successes been, and why?
2. What are some features that separate successful online marketplaces from those that have faltered or failed?
3. What are the key challenges (technological, cultural, financial, legal)that companies face in this domain, either as potential creators/owners of online marketplaces, or as participants?
4. What are some key developments that we are likely to see in this space over the next few years?

Position Statements of Panelists

Martin Bichler

Conducting complex procurement negotiations on e-markets

E-auctions and e-RFQs have become yet another tool for procurement managers on private or public e-markets. Traditional forms of auctions and RFQs are mostly limited to simple price negotiations so that a large proportion of more complex negotiations on multiple items or large volumes of a good are still being conducted offline. Bundle auctions and RFQs are seen as key instrument to conduct these negotiations online and further reduce cost by aggregating demand and leveraging economies of scale or scope in a market. Several market research companies see this as a next step the development of e- markets and e-sourcing. Dr. Bichler will comment on technological developments and some new opportunities for research in this field.

Steve Muylle

The marketing perspective on e-Marketplaces

Dr. Muylle will discuss how e-marketplaces are changing marketing and sales processes for their participant companies, the key business processes that are being affected, and how successful e-marketplaces are positioning themselves in their sectors and driving participation/profits. He will also discuss upstream processes such as B-B Procurement. Questions pertinent to this perspective would include: How are OBMs changing procurement processes for their participant companies? What are the key business processes that are being affected for procurement organizations? What supply management strategies are successful OBMs adopting, and what drives success/savings?

Jan van Rooy

The industry perspective

Mr. van Rooy will discuss the view from the field. He will discuss questions such as - What have been the key factors differentiating successful and failed online B-B marketplaces (OBMs)? What are sponsors/owners looking for? What are some key recent and upcoming innovations? He will also address questions regarding the effect of mobility on the OBM space, the use of Web 2.0 and social networking technologies on OBMs, and the industry players to watch in this space.