The relationship between buyer and a B2B e-marketplace: Cooperation determinants in an electronic market context

Andrew Lancastre, Luis Filipe Lages

Research output: Contribution to journalArticlepeer-review

95 Citations (Scopus)


"Stop thinking like a supplier and start thinking as a customer.". The authors argue that cooperation may be achieved by augmenting the core product with technology-based services. Given the growing importance of real time information exchange and interactivity, a better understanding of the use of technology to the establishment and development of the buyer-supplier cooperative relationships is essential for knowledge advancement. This paper argues that firms should aim to put themselves into their customers' shoes and use the "voice of the customer" to take their major relationship management decisions. To do so, the authors use a sample of nearly 400 SMEs' purchasing managers, to better understand cooperation determinants from the buyers' perspective. The study reveals that in an electronic marketplace, cooperation is positively affected by termination costs, supplier relationship policies and practices, communication and information exchange, and negatively affected by product prices and opportunistic behavior. Moreover, both relationship commitment and trust play a major role in mediating the relationships between these five determinants and cooperation. Surprisingly, resources relationship benefits do not show a significant impact on either commitment or cooperation. Theoretical and managerial implications of these findings are discussed.

Original languageEnglish
Pages (from-to)774-789
Number of pages16
JournalIndustrial Marketing Management
Issue number6
Publication statusPublished - Aug 2006


  • Cooperation
  • Customer
  • E-commerce
  • Electronic markets
  • Relationship marketing
  • Trust


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