Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers

Geoffrey Lee; Robyn L. McGuiggan; Daniela Spanjaard; Sara M. Denize; Neeru Sharma

Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers

Geoffrey Lee, Robyn L. McGuiggan, Daniela Spanjaard, Sara M. Denize, Neeru Sharma

Research output: Chapter in Book / Conference Paper › Conference Paper

Abstract

B2B e-marketplaces leverage the internet’s capabilities to efficiently connect buyers and sellers, resulting in lower transactional costs and improved communications. Academic research into the effect of e-marketplaces on the buying decision is limited. This case study used an adapted version of the ‘buy-grid’ of Robinson et al. (1967) to examine the online initiative of Advanced Manufacturing Australia, which targets the automotive and aerospace industries. Interviews with 36 senior managers identified changes to purchase behaviours brought about by e-marketplaces. Results indicate that the major impact will be on the ‘search for and qualification of potential suppliers’ stage, as the AMAus e-marketplace becomes a buyer’s intermediary.

Original language	English
Title of host publication	Marketing: Shifting the Focus from Mainstream to Offbeat: Proceedings of the Australian and New Zealand Marketing Academy Conference, held 1 - 3 December 2008, Olympic Park, Sydney, N.S.W.
Publisher	Promaco Conventions for the ANZAM 2008 Conference
Number of pages	1
ISBN (Print)	1863081445
Publication status	Published - 2008
Event	Australian and New Zealand Marketing Academy Conference - Duration: 1 Dec 2013 → …

Conference

Conference	Australian and New Zealand Marketing Academy Conference
Period	1/12/13 → …

Keywords

Internet marketing
manufacturing industries
industrial equipment
automobile industry and trade
Australia
electronic commerce

UN SDGs

This output contributes to the following UN Sustainable Development Goals (SDGs)

Cite this

Lee, G., McGuiggan, R. L., Spanjaard, D., Denize, S. M., & Sharma, N. (2008). Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers. In Marketing: Shifting the Focus from Mainstream to Offbeat: Proceedings of the Australian and New Zealand Marketing Academy Conference, held 1 - 3 December 2008, Olympic Park, Sydney, N.S.W. Promaco Conventions for the ANZAM 2008 Conference.

Lee, Geoffrey ; McGuiggan, Robyn L. ; Spanjaard, Daniela et al. / Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers. Marketing: Shifting the Focus from Mainstream to Offbeat: Proceedings of the Australian and New Zealand Marketing Academy Conference, held 1 - 3 December 2008, Olympic Park, Sydney, N.S.W.. Promaco Conventions for the ANZAM 2008 Conference, 2008.

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title = "Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers",

abstract = "B2B e-marketplaces leverage the internet{\textquoteright}s capabilities to efficiently connect buyers and sellers, resulting in lower transactional costs and improved communications. Academic research into the effect of e-marketplaces on the buying decision is limited. This case study used an adapted version of the {\textquoteleft}buy-grid{\textquoteright} of Robinson et al. (1967) to examine the online initiative of Advanced Manufacturing Australia, which targets the automotive and aerospace industries. Interviews with 36 senior managers identified changes to purchase behaviours brought about by e-marketplaces. Results indicate that the major impact will be on the {\textquoteleft}search for and qualification of potential suppliers{\textquoteright} stage, as the AMAus e-marketplace becomes a buyer{\textquoteright}s intermediary.",

keywords = "Internet marketing, manufacturing industries, industrial equipment, automobile industry and trade, Australia, electronic commerce",

author = "Geoffrey Lee and McGuiggan, {Robyn L.} and Daniela Spanjaard and Denize, {Sara M.} and Neeru Sharma",

year = "2008",

language = "English",

isbn = "1863081445",

booktitle = "Marketing: Shifting the Focus from Mainstream to Offbeat: Proceedings of the Australian and New Zealand Marketing Academy Conference, held 1 - 3 December 2008, Olympic Park, Sydney, N.S.W.",

publisher = "Promaco Conventions for the ANZAM 2008 Conference",

note = "Australian and New Zealand Marketing Academy Conference ; Conference date: 01-12-2013",

}

Lee, G, McGuiggan, RL, Spanjaard, D, Denize, SM & Sharma, N 2008, Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers. in Marketing: Shifting the Focus from Mainstream to Offbeat: Proceedings of the Australian and New Zealand Marketing Academy Conference, held 1 - 3 December 2008, Olympic Park, Sydney, N.S.W.. Promaco Conventions for the ANZAM 2008 Conference, Australian and New Zealand Marketing Academy Conference, 1/12/13.

Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers. / Lee, Geoffrey; McGuiggan, Robyn L.; Spanjaard, Daniela et al.
Marketing: Shifting the Focus from Mainstream to Offbeat: Proceedings of the Australian and New Zealand Marketing Academy Conference, held 1 - 3 December 2008, Olympic Park, Sydney, N.S.W.. Promaco Conventions for the ANZAM 2008 Conference, 2008.

Research output: Chapter in Book / Conference Paper › Conference Paper

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T1 - Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers

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AU - Sharma, Neeru

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N2 - B2B e-marketplaces leverage the internet’s capabilities to efficiently connect buyers and sellers, resulting in lower transactional costs and improved communications. Academic research into the effect of e-marketplaces on the buying decision is limited. This case study used an adapted version of the ‘buy-grid’ of Robinson et al. (1967) to examine the online initiative of Advanced Manufacturing Australia, which targets the automotive and aerospace industries. Interviews with 36 senior managers identified changes to purchase behaviours brought about by e-marketplaces. Results indicate that the major impact will be on the ‘search for and qualification of potential suppliers’ stage, as the AMAus e-marketplace becomes a buyer’s intermediary.

AB - B2B e-marketplaces leverage the internet’s capabilities to efficiently connect buyers and sellers, resulting in lower transactional costs and improved communications. Academic research into the effect of e-marketplaces on the buying decision is limited. This case study used an adapted version of the ‘buy-grid’ of Robinson et al. (1967) to examine the online initiative of Advanced Manufacturing Australia, which targets the automotive and aerospace industries. Interviews with 36 senior managers identified changes to purchase behaviours brought about by e-marketplaces. Results indicate that the major impact will be on the ‘search for and qualification of potential suppliers’ stage, as the AMAus e-marketplace becomes a buyer’s intermediary.

KW - Internet marketing

KW - manufacturing industries

KW - industrial equipment

KW - automobile industry and trade

KW - Australia

KW - electronic commerce

UR - http://handle.uws.edu.au:8081/1959.7/45331

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BT - Marketing: Shifting the Focus from Mainstream to Offbeat: Proceedings of the Australian and New Zealand Marketing Academy Conference, held 1 - 3 December 2008, Olympic Park, Sydney, N.S.W.

PB - Promaco Conventions for the ANZAM 2008 Conference

T2 - Australian and New Zealand Marketing Academy Conference

Y2 - 1 December 2013

ER -

Lee G, McGuiggan RL, Spanjaard D, Denize SM, Sharma N. Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers. In Marketing: Shifting the Focus from Mainstream to Offbeat: Proceedings of the Australian and New Zealand Marketing Academy Conference, held 1 - 3 December 2008, Olympic Park, Sydney, N.S.W.. Promaco Conventions for the ANZAM 2008 Conference. 2008

Impacts of E-marketplaces on the purchase of capital goods : a case study of the Australian Advanced Manufacturers

Abstract

Conference

Keywords

UN SDGs

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