The Relationship between Buyer and a B2B e-Marketplace: Cooperation Determinants in an Electronic Market Context

Using a sample of nearly 400 SMEs purchasing managers, this paper reveals that in an electronic market context, cooperation is positively affected by termination costs, supplier policies and practices, communication and information exchange, and negatively affected by product prices and opportunistic behavior.

Abstract

In this article, the authors argue that cooperation may be achieved by adding technology dimensions to the core product.