The huge and lasting impact of web-based B2B networks has become apparent just recently. The explorative phase during the first Internet hype bred a variety of approaches - often bold in business nature, yet simple and unfounded in system architecture. Only very few survived and proved sustainable. Nowadays B2B networks are increasingly reappearing - promoted even by the major traditional companies and governments. This new wave of networks is, however, more mature and more powerful in functionality than their predecessors. As such they provide not only auction systems, but also facilities for electronic negotiation. This implies a shift from price-focused to relationship-oriented trading. But what motivates this shift? Why do firms enter business networks? How can these networks best supported by IT?

The course intends to resolve those questions. Firstly, an introduction into organization theory is given. Secondly, the problems of networks will be addressed. Thirdly, it is analyzed how IT can alleviate those problems.

The course will be held in cooperation with Professor Kersten from Concordia University, Canada.

Management of Business Networks is planned as innovative course: A series of lectures gives the students a theoretical background on Business Networks. Based on this background, the students participate in a case study and work on a short term paper in teams, which will be presented at a virtual seminar together with the Concordia University, Montreal.

Suggested literature:

• Milgrom, P., Roberts, J., Economics, Organisation and Management. Prentice-Hall, 1992.
• Shy, O., The Economics of Network Industries. Cambridge, Cambridge University Press, 2001.
• Bichler, M. The Future of e-Markets - Multi-Dimensional Market Mechanisms. Cambridge, Cambridge University Press, 2001.
• Fisher, R., Ury, W., Patton, B., Getting to Yes: Negotiating Agreement Without Giving In, Houghton Mifflin Books, 1991.
• Raiffa, H., The Art and Science of Negotiation, Belknap Press, 1982
• Camarinha-Matos, L., Afsarmanesh, H., Ollus, M., Virtual Organizations - Systems and Practices. Springer, 2005
• Kieser, A., Organisationstheorien, Kohlhammer, 2002
• Österle, H., Fleisch E., Alt, R., Business Networking - Shaping Relationships on the Internet, Springer, 2000
• Putnik, G., Cunha, M., Virtual Enterprise Integration - Technological and Organizational Perspectives, Idea Group Publishing, 2005