B2B Exchanges: The Killer Application in the Business-to-Business Internet Revolution.

In B2B Exchanges, Arthur Sculley and William Woods analyze the nature of the revolution that is occurring in 'Business-to-Business' (B2B) transactions as a result of the recent acceptance of the Internet by corporations. The authors make the claim that 'the Internet changes everything in B2B' and that most corporations will have to reinvent themselves over the next five years to remain competitive in the new economy. Customers are becoming far more demanding as the Internet has created a once-in-a-lifetime shift of power from the seller to the buyer. B2B exchanges, which are developing at Internet speed, are catalysts for this change and represent a tectonic shift in the way that businesses buy and sell from each other. The authors explain the development of these new exchanges and why they are the 'killer application' in the B2B Internet revolution.

By Arthur B. Sculley and W. William A. Woods. Published by ISI Publications.