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Matching B2B-partners in the sharing economy
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Authors
Niederhauser, Luca
Wäfler, Anton
Huber, Sebastian
Jüttner, Uta
von dem Berge, Karina
Huber, Charles
Burri, Simona
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Abstract
This paper explores the matching of business-to-business (B2B) partners interested in the sharing of resources. Factors for a successful matching were derived from the literature and examined through interviews with representatives of Swiss small and medium-sized enterprises (SMEs). Results showed that relevant success factors cannot be universally defined in advance since sharing transactions differ too much from one another. These insights led to the development of a diagnostic tool that takes the diversity of sharing transactions into account by facilitating the comparison of expectations and objectives of the parties involved. Such compatibilities, or incompatibilities are revealed, which prevents misunderstandings during the sensitive partner matching phase of B2B-sharing transactions.
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Keywords
Sharing Economy, Business to Business, B2B, Partner matching, Success factors, Diagnostic tool, Boundary spanning cooperation, Small and medium-sized enterprises, SMEs
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Citation
Niederhauser, L., Wäfler, A., Huber, S., Jüttner, U., von dem Berge, K., Huber, C., & Burri, S. (2022). Matching B2B-partners in the sharing economy. Human Factors, Business Management and Society, 56, 1–7. https://doi.org/10.54941/ahfe1002246