| This thesis generates knowledge about Electronic Market Access Forums (EMAF)--an emergent phenomenon involving multiple buyers and multiple sellers interacting through the medium of computers and telecommunications. The scope of the research was limited to markets trading non-homogeneous physical goods.;The primary evidence is four holistic case studies of markets in which EMAF have emerged--the international aircraft parts markets, the national used auto parts market, Japanese wholesale market in used cars, and the international gem stone markets. Three sites showcased successful systems, while one demonstrated a less suitable market. The methodology is a four site comparative pre-post exploratory design.;The research focused around three general questions: (1) What are the characteristics of markets which encourage the appearance and support the growth of EMAF? (2) What are the critical implementation and management issues facing the EMAF operator? (3) What are the effects on the industry and/or marketplace of an EMAF? Three critical dimensions for analysis were identified--the nature of the product traded in the market, the market players, and the process by which these interact. The "3 P's"--product, players, process--provide a framework around which the analysis is developed.;All of the EMAF studied worked in search intensive markets with limited vertical channels, and many unique products. Buyers and sellers were un-concentrated and switched roles frequently. The availability of product description language adequate to create shared meaning necessary for trading was identified as a critical issue. Systems initially mimicked existing market processes, but once embedded tended to have significant impact on those processes.;Trust relationships in the markets changed, from process based trust to institutional trust, for those EMAF where the facilitator provided mechanisms to track reputation and behavior. The scope of the EMAF mediated market expanded significantly compared to the conventional market, as a result.;EMAF provide a superior trading mechanism in certain markets with specific characteristics, creating value for market participants. This research aids management in identifying and exploiting those markets. |
