Producer-intermediary relationships in the long tail

Robert J. Kauffman, Raghu Santanam, Matt Sopha

Research output: Chapter in Book/Report/Conference proceedingConference contribution


The role of intermediaries in long tail markets is different from those in traditional markets, due mainly to the heterogeneous nature of the buyers, the sellers and the products that comprise these markets. We propose a theory-based framework that identifies different kinds of long tail intermediaries who provide services to producers of digital goods. We also identify a set of unique descriptors for these process intermediaries that make them vital to long tail producers, and the factors that bring them together.

Original languageEnglish (US)
Title of host publicationExploring the Grand Challenges for Next Generation E-Business - 8th Workshop on E-Business, WEB 2009, Revised Selected Papers
PublisherSpringer Verlag
Number of pages4
ISBN (Print)3642174485, 9783642174483
StatePublished - 2010

Publication series

NameLecture Notes in Business Information Processing
Volume52 LNBIP
ISSN (Print)1865-1348


  • Intermediation
  • long tail
  • middle range theory
  • process facilitation

ASJC Scopus subject areas

  • Management Information Systems
  • Control and Systems Engineering
  • Business and International Management
  • Information Systems
  • Modeling and Simulation
  • Information Systems and Management


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