Business models of business-to-business internet commerce

Abstract

This thesis analyzes the current B2B E-Commerce models and their evolution through case studies of three types of business models: aggregators, auctions and exchanges. These models are categorized by their transaction and pricing characteristics and suggest how B2B E-Commerce models can evolve by adding more functionality. The evolution process is necessary for the models to survive and to be profitable because their revenue models are not yet established. In fact, among the four companies studied in this paper, none has generated profits. As a way to become profitable, this paper suggests the gradual convergence between on-line and off-line companies and the need to focus on specific niche market with high functionality.