The Evolution of B2B: Lessons From the Auto Industry [Archive.org URL]

Only a few years ago, B2B exchanges were expected to completely alter conventional buyer-supplier relationships. The reality has been otherwise. Only 10% of the 1,000 B2B exchanges launched in the past 18 months are reportedly still in operation. Meanwhile, the important B2B action seems to have shifted to industry-wide exchanges run by incumbent firms, such as Covisint in the auto industry and Transora in the consumer products sector. In a new research study, Wharton management professor John Paul MacDuffie and colleague Susan Helper explore this evolution

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