@article {Le:1 March 2002:1019-6781:112,
	author = "Le T. T.",
	title = "Pathways to Leadership for Business-to-Business Electronic Marketplaces",
	journal = "Electronic Markets",
	volume = "12",
	year = "1 March 2002",
	abstract = "More than 1000 B2B e-marketplaces, consisting of third-party exchanges, industrysponsored marketplaces and private trading networks, have been formed in three successive waves. Their value propositions centre around two key dimensions: demand and/or supply <I>aggregation</I> to overcome market fragmentation (through search cost efficiency, price transparency and product-cost savings, market liquidity, network externalities and customer lock-in), and inter-firm <I>collaboration</I> for greater supply chain performance (through streamlined workflows and process-cost savings, customer lock-on, and business process integration). These two value dimensions produce a four-quadrant matrix that conceptually maps out three pathways to market leadership: liquidity early, process integration first, or liquidity and process integration simultaneously. Each of these pathways logically appeals to one of the three e-marketplace models, but is not without serious execution hurdles. The quest for leadership among e-marketplaces along these pathways, particularly their value propositions and execution hurdles, provides valuable insights into the demise of many early market entrants and the challenges facing the rest.",
	pages = "112-119(8)",
	url = "http://www.ingentaconnect.com/content/routledg/rema/2002/00000012/00000002/art00007"
}