The e-marketplace : strategies for success in B2B ecommerce / Warren D. Raisch.

Includes bibliographical references (p. 323-327) and index.

B2B E-Marketplace Evolutions -- The Evolution of E-Marketplaces -- The Evolution of E-Marketplaces into Value Trust Networks -- The Three C's of Ebusiness -- Global Value Trust Networks -- Humanizing the E-Marketplaces -- Computerized E-Marketplaces -- Digital and Physical Worlds Coincide -- 10 Principles for the Success in the Twenty-First-Century Networked Society -- Electronic Value Delivery Systems -- Moai Perspective on Ecommerce -- An Introduction to Dynamic Commerce and Negotiated Ecommerce -- A Review and Analysis of Trends and Opportunities in Commerce on the Internet -- The Introduction of Ecommerce: Mapping Traditional Businesses to the Internet -- From Static Prices to Dynamics Commerce -- Key Aspects of Dynamic Commerce and Negotiated Ecommerce -- Flexible Market-Driven Pricing Models -- Multiple Parameter Bidding -- Market Aggregation and Community Cohesiveness -- Competitive Advantages Through Improved Operational Efficiency -- Multiple-Stage Negotiations for Complex Transactions -- Dynamic Commerce and Emerging Negotiated Ecommerce Implementation Models -- Twenty-First Century E-Marketplace Dynamics -- Key E-Marketplace Trends -- E-Marketplace Evolution -- Transactions Drive Value-Added Services Revenues -- E-Marketplaces Provide Transparency -- Current Trends and Keys to Success of the E-Marketplace -- Supply Chain Merging into Supply Webs -- Perspective: The Rise of the B2B Marketplace by Keith Krach, chairman and CEO, Ariba -- The Value-Driven B2B Marketplace -- Evolution of Ecommerce Mechanisms -- Marketplace Requirements -- Benefits of B2B Marketplaces -- Marketplace Principles -- Marketplace Expansion Strategies -- Keys to Success -- B2B Supplier Opportunities in the New Economy -- The New Economy -- Requirements for the New Economy -- Success Strategies -- Dynamic Content Strategies -- Content Must Adapt in the New Economy -- Perspective by Mark Hoffman, chairman and CEO, Commerce One -- The Role of Content in Internet Initiatives -- Content and Context -- Perspective by The Yankee Group -- A Framework to Manage Pervasive Content at the Edge of the Network--Executive Summary -- B2B Community Strategies -- E-Marketplaces as Communities -- The Evolution of the Online Community -- Prerequisites for Community -- Community Building Blocks -- The Web Portal: The Preferred Foundation for Community Building -- Key Strategies for Successful Online Community Building -- Trends and Future Directions -- The Development of Education-Based Relationships -- Building an Online Community ASAP -- E-Marketplace Commerce Strategies -- Community Ebusiness -- Supplier Networks -- Vertical E-Marketplaces Target Specialized Communities -- Collaboration Hubs -- The Ability to Match the Right Buyers to the Right Sellers -- Auctions -- Reverse Auctions -- Spot Purchasing -- Catalog Aggregation -- Content and Support for All Goods and Services -- All Goods and Services -- Full Range of Content Management Support -- Supplier Registry -- Self-Guiding Search -- Transaction Routing -- Multiple Delivery Protocols -- Value-Added Services -- E-Marketplace Commerce Trends -- The Global Economy -- We, the People -- We, the Builders of the New Economy -- Vertical and Horizontal Markets: Friends or Foes? -- Government Involvement -- The Language of Global Ecommerce -- Globalize or Else -- The Global Trading Web, Globalizing Ecommerce -- Interoperability Through Standards -- Increasing E-Marketplace Value Through Value-Added Services -- The Players -- Global Knowledge Networks Take Flight -- The Foundation for the Knowledge Network Is Forming -- New Economy Knowledge Providers -- The Information Silos Problem and Knowledge Hubs -- Knowledge Management -- The Relationship of Time to the Value of Knowledge -- The Three C's of Knowledge -- Knowledge Tools for a Knowledge Economy -- Perspective by Gideon Gartner -- What Is the Future Significance of the Content Component of B2B -- Content Is Still King -- Entering the Knowledge Exchange Wars -- The Infoglut Phenomenon -- The Human Factor -- The Knowledge Exchange Mechanism -- The Need for Intermediation -- The Problem with Disintermediation in the Knowledge Space -- E-Marketplace Business Models -- Vertical Industry E-Marketplaces -- Interactivity Breeds Liquidity and Interdependence -- Liquidity Is Key -- Firms Will Tap Process Specialists Across an Ebusiness Network -- The Role of Exchanges -- Analysis of the Independent and Industry-Backed Models -- Leverage the Global Ebusiness Network -- Can Independent Exchanges and Consortia Survive Together? -- Information Will Replace Inventory -- Developing an Ebusiness Infrastructure -- Perspective by NetMarketMakers -- The Evolution of Business-to-Business Commerce Models -- New Digital Marketplace Models -- Digital Marketplace Solution Requirements -- Connecting to Multiple E-Marketplaces -- Directly Extending the Enterprise into a Shared Corporate Environment -- Value Trust Networks: The Future of Supply Chains -- Global Value Trust Networks -- V = Value -- T = Trust -- N = Network -- Supply Chains: The Classic VTN -- Value Trust Network Model -- Why Supply Chains Will Embrace Internet-Based Business Models -- Perspective: Building Value into the Supply Chain by Mark Hoffman, chairman and CEO, Commerce One -- Point-to-Point Inefficiencies -- Simple Buying and Selling -- Supporting Complex Business Processes -- Interenterprise Efficiencies -- E-Marketplace Supporting the "New" Supply Web Through Value-Added Services -- E-Procurement Strategies (Direct and Indirect Procurement Solutions) -- E-Marketplaces--Advanced Planning and Scheduling Services -- Improved Productivity Through a Value Trust Network Model -- Customer-Centric Power Shift -- The Three Dimensions of Customization -- A Shift from Inward Focus to Outward Focus -- Business Possibilities -- Strength in Numbers -- Building Intimate Customer Relationships -- The Importance of Customer Lifetime Value -- Monitor and Measure Customer Satisfaction -- Develop a Balanced Scorecard Approach -- The Devil Is in the Details -- Knowledge Turnover -- Customer Value-Added Services -- TeleWeb Integration -- Live Chat or Text-Based Interaction -- 360-Degree Customer Satisfaction -- Information Empowerment -- Mass Customization -- CRM and Beyond -- The Emergence of E-Customer Relationship Management -- An Evaluation of Current Customer Service Solutions -- Upstream, Instream, and Downstream Processes -- CRM Technology Market Overview -- Generations of CRM Systems and Technologies -- CRM Market Categories -- CRM Makes (Dollars and) Cents -- Application Service Providers versus Enterprise Solutions -- Developing Your E-Marketplace Organization, Culture, and Strategy -- Innovation Organizations -- Three Key E-Marketplace Models -- The New Innovation Fundamentals -- The Twenty-First-Century Organization -- Developing an E-Marketplace Strategy -- Focus on Core Competencies -- E-Marketplace's Success Factors.

Experts project that more than one trillion dollars in business-to-business spending will pass through global digital markets in the next few years. This presents both a significant opportunity and a challenge to businesses in the New Economy. Welcome to the future -- welcome to the eMarketplace.

Effective business models merge digital and physical transactions to form a seamless whole. Simply put, the successful companies will be those that capitalize fully on the technology that makes it possible to conduct business electronically, instantly, and more efficiently -- without sacrificing the important element of human interaction.

The eMarketplace is a practical, much needed guide to this rapidly evolving industry. In clear, jargon-free language, the book presents an overview of the business dynamics behind the current and emerging digital marketplace, as well as the key market data, terminology, and business model definitions needed to chart the opportunities ahead. Drawing from his extensive experience, Warren Raisch outlines the three key areas of evolution that will change business dramatically and provide a wealth of expertise, practical advice, tips, and strategies.

The eMarketplace is also filled with enlightening case studies of successful and flawed B2B ecommerce models. Additionally, sharing their thoughts and perspectives on the new economy, commerce flow, knowledge exchanges, and infrastructure are top visionary leaders of the Internet Age such as Keith Krach, CEO of Ariba; Mark Hoffman, Chairman and CEO of Commerce One; and Gideon Gartner, founder of Gartner Group and Giga Group.

The industry moves at the speed of the Internet. In order to succeed, it is necessary to not just keep up with the latest developments but to stay one step ahead.