Chapter 30: Enabling B2B Marketplaces--The Case of GE Global Exchange Services

James Paul, St. John's University

USA

Schiro Withanachchi, St. John's University

USA

Robert J. Mockler, St. John's University

USA

Marc E. Gartenfeld, St. John's University

USA

William Bistline, St. John's University

USA

Dorothy G. Dologite, City University of New York

USA

EXECUTIVE SUMMARY

The objectives of the case are to provide an overview of the B2B segment of the e-business industry for students to understand the intricacies of how it functions, an in-depth example of how an industry can be analyzed, and an example of how to identify keys to success for a company, GE Global Exchange Services (GXS). Other subject matter objectives are to provide an example of how a company can identify opportunities and threats in its industry and how to analyze competitive market situations, develop alternative strategies, evaluate the consequences of decision models, and make winning corporate decisions.