Relational governance in B2B electronic marketplaces: an updated typology

Abstract

Purpose

This paper seeks to apply the relational exchange framework, updated by insights on interimistic relationships, to analyze governance implications for the three types of e‐marketplaces currently in operation: independent exchanges, consortia, and private exchanges. These three archetypes are analyzed from a functional perspective and, more importantly, from a relationship governance perspective.

Design/methodology/approach

The paper is conceptual in approach.

Findings

The three e‐marketplace archetypes currently in existence correspond to different levels of operational integration and, in turn, to three different types of inter‐firm relationships. Moreover, the three types of relational structures proposed offer different solutions for governance processes such as partner qualification, monitoring, and enforcement.

Research limitations/implications

The network of relationships between firms is changing all the time as a result of dynamic industry conditions. The relational continuum proposed can explain the focal firm's shifting reliance on one or another of the e‐marketplace types as a result of industry volatility.

Practical implications

The analysis advocates a portfolio approach to e‐marketplace adoption, based on the varying strengths of their connections with different industry partners. This approach also implies a new type of segmentation, based on the place that the trading partner occupies on the relational continuum.

Originality/value

When analyzing e‐marketplaces, a focus on technology and functional parameters alone misses an essential aspect: when choosing among various e‐marketplace formats currently in operation, firms cannot overlook the inter‐firm relationships that characterize these marketplaces and give them their identity.

Citation

Chelariu, C. and Sangtani, V. (2009), "Relational governance in B2B electronic marketplaces: an updated typology", Journal of Business & Industrial Marketing, Vol. 24 No. 2, pp. 108-118. https://doi.org/10.1108/08858620910931721