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Supplier Value in B2B E-Business - A Case Study in the Corrugated Packaging Industry

Jönsson, Paul LU (2006)
Abstract (Swedish)
Popular Abstract in Swedish

Användandet av olika e-handelsverktyg för att förbättra interorganisatoriska processer har med Internets framväxt ökat under senare år. I samband med detta så har allt fler leverantörer hamnat i en situation där användningen av e-handelsverktyg i kundrelationer blivit ett potentiellt konkurrensmedel. Hur e-handelsverktygen kan användas för att förbättra företags inköp har diskuterats ganska ingående, medan användandet ur ett säljperspektiv inte har behandlats på samma sätt. Denna avhandling tar därför leverantörens perspektiv och fokuserar på hur e-handelsverktyg kan skapa värde för leverantören i industriella relationer.



Den gängse normativa litteraturen inom området och den... (More)
Popular Abstract in Swedish

Användandet av olika e-handelsverktyg för att förbättra interorganisatoriska processer har med Internets framväxt ökat under senare år. I samband med detta så har allt fler leverantörer hamnat i en situation där användningen av e-handelsverktyg i kundrelationer blivit ett potentiellt konkurrensmedel. Hur e-handelsverktygen kan användas för att förbättra företags inköp har diskuterats ganska ingående, medan användandet ur ett säljperspektiv inte har behandlats på samma sätt. Denna avhandling tar därför leverantörens perspektiv och fokuserar på hur e-handelsverktyg kan skapa värde för leverantören i industriella relationer.



Den gängse normativa litteraturen inom området och den rådande konsultpraktiken har starkt fokus på direkta effekter av e-handelsverktyg på försörjningskedjan i termer av sänkta lager, kortare ledtider och arbetsbesparingar. Denna avhandling skiljer sig ifrån och kompletterar denna syn på e-handelsvärde genom att erbjuda ett processorienterat ramverk som också tar i beaktande kommersiella, relationsrelaterade och evolutionära aspekter.



Ramverket är resultatet av en teorigenomgång där litteraturen på området IT och e-handel har kategoriserats utifrån en grundläggande referensram förankrad i strategiteori och industriell marknadsföringsteori. Resultatet av teorigenomgången har jämförts med en fallstudie av tre e-handelsprojekt mellan ett förpackningsföretag och tre kunder i livsmedelsbranschen. Två projekt avser förbättringar av försörjningsprocessen medan det tredje syftar till att förbättra processen att ta fram nya förpackningar. Fallstudien används för att illustrera och diskutera de olika delarna av det utvecklade ramverket. Resultaten av studien indikerar att värde för leverantören i e-handel i stor utsträckning kommer som en indirekt effekt av att relationen med kunden utvecklas. E-handel föreslås vara en katalysator för relationsutveckling. Den tekniska lösningen konstateras vara av mindre betydelse för leverantören och istället framförs implementeringsprocessen som mer betydelsefull. Det konstateras också att e-handel skapar värde för leverantören genom att bli en del av företagets erbjudande. (Less)
Abstract
In the business-to-business (B2B) setting much attention has been given to how e-business tools can be used to assist firms in purchasing. Considering the increasing pressure on suppliers to use B2B e-business, this thesis turns its attention to the supplier situation by taking a closer look at how collaborative uses of B2B e-business are of value to suppliers.



This book differs from much of the prescriptive B2B e-business literature and consultancy practice which has an overly focus on supply chain benefits such as lower inventory,production efficiency and reduced workload. A broader understanding of the phenomenon of B2B e-business is offered by also addressing commercial, relational and evolutionary aspects in a... (More)
In the business-to-business (B2B) setting much attention has been given to how e-business tools can be used to assist firms in purchasing. Considering the increasing pressure on suppliers to use B2B e-business, this thesis turns its attention to the supplier situation by taking a closer look at how collaborative uses of B2B e-business are of value to suppliers.



This book differs from much of the prescriptive B2B e-business literature and consultancy practice which has an overly focus on supply chain benefits such as lower inventory,production efficiency and reduced workload. A broader understanding of the phenomenon of B2B e-business is offered by also addressing commercial, relational and evolutionary aspects in a process framework that better reflects the reality managers find themselves in.



The framework is developed through a theoretical review, which is based on strategic management and industrial marketing theory, and a case study of three e-business projects between a corrugated packaging firm and customers in the FMCG industry. The case study is used to illustrate and discuss the various parts of the framework. The results indicate that supplier value to a large degree is mediated by relationship development. Based on the findings it is also suggested that the technical solution is of limited importance for supplier value. Instead it is argued that the strongest source of supplier value is the implementation of the project that leads to the solution. It is proposed that another source of value in collaborative B2B e-business is the way B2B e-business over time becomes part of the supplier's offering. (Less)
Please use this url to cite or link to this publication:
author
supervisor
opponent
  • Professor Brege, Staffan, Linköping Institute of Technology
organization
publishing date
type
Thesis
publication status
published
subject
keywords
supply chain management, case study, collaboration, buyer-seller relationships, information technology, strategic management, industrial marketing, Social sciences, Samhällsvetenskaper
pages
358 pages
publisher
Lund Business Press
defense location
Crafoordsalen, Ekonomihögskolan Tycho Brahes Väg 1, Lund
defense date
2006-03-03 14:15
ISBN
91-85113-08-5
language
English
LU publication?
yes
id
e442518f-2b03-4233-aea8-6b82a5e6a154 (old id 25732)
date added to LUP
2007-06-05 10:41:37
date last changed
2016-09-19 08:45:13
@phdthesis{e442518f-2b03-4233-aea8-6b82a5e6a154,
  abstract     = {In the business-to-business (B2B) setting much attention has been given to how e-business tools can be used to assist firms in purchasing. Considering the increasing pressure on suppliers to use B2B e-business, this thesis turns its attention to the supplier situation by taking a closer look at how collaborative uses of B2B e-business are of value to suppliers.<br/><br>
<br/><br>
This book differs from much of the prescriptive B2B e-business literature and consultancy practice which has an overly focus on supply chain benefits such as lower inventory,production efficiency and reduced workload. A broader understanding of the phenomenon of B2B e-business is offered by also addressing commercial, relational and evolutionary aspects in a process framework that better reflects the reality managers find themselves in.<br/><br>
<br/><br>
The framework is developed through a theoretical review, which is based on strategic management and industrial marketing theory, and a case study of three e-business projects between a corrugated packaging firm and customers in the FMCG industry. The case study is used to illustrate and discuss the various parts of the framework. The results indicate that supplier value to a large degree is mediated by relationship development. Based on the findings it is also suggested that the technical solution is of limited importance for supplier value. Instead it is argued that the strongest source of supplier value is the implementation of the project that leads to the solution. It is proposed that another source of value in collaborative B2B e-business is the way B2B e-business over time becomes part of the supplier's offering.},
  author       = {Jönsson, Paul},
  isbn         = {91-85113-08-5},
  keyword      = {supply chain management,case study,collaboration,buyer-seller relationships,information technology,strategic management,industrial marketing,Social sciences,Samhällsvetenskaper},
  language     = {eng},
  pages        = {358},
  publisher    = {Lund Business Press},
  school       = {Lund University},
  title        = {Supplier Value in B2B E-Business - A Case Study in the Corrugated Packaging Industry},
  year         = {2006},
}