Realizing the Promise of E-Business: Developing and Leveraging Electronic Partnering Options
提出了十二种电子合作伙伴选择方案，并讨论了企业在开发这一能力时面临的认知与转换挑战，提出了包含战略一致性、组织设计、技术基础设施和关系管理的四管齐下的数字化方法，通过B2B数字化案例说明其效用。
The advent of superior connectivity and integration technologies is paving the way for flexible electronic partnering options. Such flexibility is essential if a company wants to attract a large number of partners (with varying connectivity needs and preferences) to its supply chain network. This article conceptualizes twelve electronic partnering options. It then discusses the various types of sensemaking and conversion challenges that companies encounter in developing this critical electronic business (e-business) capability and proposes a multi-pronged approach to effectively deal with them. This approach involves four distinct but synergistic campaigns of digitization—strategic congruency, organizational design, technology infrastructure, and relational campaigns. The utility of this approach is illustrated by examples of successful business-to-business (B2B) digitization initiatives.