The planet method for designing relationships in B2B E-commerce

Author

Sutcliffe, Alistair ; Lammont, Norma

Author_Institution

Comput. Dept., Univ. of Manchester Inst. of Sci. & Technol., UK

fYear

2002

fDate

7-10 Jan. 2002

Firstpage

2739

Lastpage

2748

Abstract

Business to Business (B2B) relationships in E-commerce are becoming increasingly important. However, there is little guidance available for managers about how relationships should be formulated or managed. Further, requirements analysis for information technology support of B2B inter-organisational relationships (IORs) depends on the business model of the relationship, and needs a predictive basis. This paper describes a method for planning and managing IORs based on Williamson´s transaction cost theory (1981), to guide managers when negotiating B2B alliances, and procurement of IT support for them. This method covers market analysis, relationship planning, transaction cost estimation and IT requirements analysis. Lessons learned in presenting the method to managers and using it in case studies are reviewed.

Keywords

cost-benefit analysis; electronic commerce; B2B e-commerce; B2B interorganisational relationships; Business to Business relationships; IT requirements analysis; IT support; business model; infbrmation technology support; managers; market analysis; planet method; relationship planning; requirements analysis; transaction cost estimation; transaction cost theory; Costs; Design methodology; Electronic commerce; Human computer interaction; Information analysis; Information technology; Planets; Predictive models; Procurement; Uncertainty;

fLanguage

English

Publisher

ieee

Conference_Titel

System Sciences, 2002. HICSS. Proceedings of the 35th Annual Hawaii International Conference on

Print_ISBN

0-7695-1435-9

Type

conf

DOI

10.1109/HICSS.2002.994165

Filename

994165