Managing in the marketspace

The information revolution has changed the manner of buyer-seller transactions. Information systems make the physical location of inventory and the actual site of buying and selling irrelevant. The traditional marketplace interaction between physical seller and physical buyer has been eliminated, an...

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Veröffentlicht in:Harvard business review 1994-11, Vol.72 (6), p.141-150
Hauptverfasser: Rayport, Jeffrey F, Sviokla, John J
Format: Magazinearticle
Sprache:eng
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Zusammenfassung:The information revolution has changed the manner of buyer-seller transactions. Information systems make the physical location of inventory and the actual site of buying and selling irrelevant. The traditional marketplace interaction between physical seller and physical buyer has been eliminated, and has been replaced with marketspace transactions. Companies that do not understand the marketspace will miss opportunities even as they build information-defined relationships with their customers. Managers face 2 critical challenges: 1. to recognize the full potential of the marketspace transactions in a coherent manner, and 2. to choose the best means to make money in this new area.
ISSN:0017-8012