B2B Integration : A Practical Guide to Collaborative E-commerce

E-Marketplaces and Collaborative Networks 453
services like auctions. Not only should the matching of trades be based
on prices, but also factors such as logistics, warranty and quality.
Interoperability with other e-marketplaces
An e-marketplace should provide interoperability with other e-marketplaces.
For example, CommerceOne.net, an open B2B e-marketplace,
interoperates with all of the mega exchanges that are members of the
Global Trading Web (an interconnected network of e-marketplaces).
Negotiation
Negotiation is one of the key factors for buyers to participate in an emarketplace.
With this feature, buyers can pre-select qualified suppliers
by filtering out those who do not meet basic criteria. They can then
negotiate on a one-to-one basis with suppliers on various terms. All the
key terms for negotiation should be electronically documented by the
exchange for future reference.
Training
Lastly, e-marketplaces should provide appropriate and thorough training.
Without proper training, internal users of companies may get overwhelmed
with the application and its usage.
15.2.9. B2B e-marketplaces services
Some of the core services provided by an e-marketplace are (see
Figure 15.8):
Trading events
• Auction — Auction services of e-marketplaces, leading to dynamic
pricing, make them true exchanges. Auctions can be either seller or
buyer centric. In the former, sellers list the item to sell and multiple
buyers bid for this item. Through auctioning, suppliers can easily
dispose of their excess inventories and generate revenue on inventory