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Most U.S. companies today are attempting to figure out how they should approach business-to-business (B2B) e-commerce despite the stock market gyrations – positive and negative – of B2B companies. By separating the physical and information flows connected with each transaction, the Internet potentially will radically change the ways in which corporations provide and trade goods and services with each other. It is the prospect of such change that motivates companies to consider B2B. In this paper, we introduce and describe a framework that we find helpful in thinking about B2B. We then discuss the implications of our framework for B2B start-ups and for companies considering their B2B strategies.

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