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 wit...

This chapter explores the private and social desirability of information transparency of a business-to-business (B2B) electronic market that provides an online platform for information transmission. The abundance of transaction data available on the Internet tends to make information more transparent in B2B electronic markets. In such a transparent environment, it becomes easier for firms to ob...

Customer Relationship Management (CRM) is a key element of modern marketing strategies. One of the most practical way to build useful knowledge on customers in a CRM system to produce scores to forecast churn behavior, propensity to subscribe to a new service... In AMEA zone (Asia, Middle East and Africa zone), the context of fierce competition may represent a higher percentage, and particularl...

The emergence of B2B spot markets has greatly facilitated spot trading and impacted supply chain structures as well as the way commercial transactions take place between firms in many industries. While providing new opportunities, the B2B spot market also exposes participants to a price risk. This new business landscape raises some important questions on how the supplier and manufacturer should...

In the recent rapidly changing environment of the Digital Economy, business-to-business (B2B) electronic markets are adopting cooperative strategies in lieu of competitive strategies in order to obtain resources so that they can succeed in the market. This paper aims to develop formal theory-based understanding of a range of observed cooperative strategies by conducting an empirical study of B2...

The article analyzes the adaptability of SMC model, based on the features of purchase decision in B2B market. At the beginning of this article, we introduce the SMC model and its hypothesis, and then modify the model considering the characteristics of B2B market and the effects on purchasing decisions from the services provided by suppliers. Finally, we examine the modified model by a case, and...

Scholars are interested in exploring strategies for better business-to-business (B2B) brand management because several strategic benefits of having a stronger B2B brand have been revealed. Contributing to this stream of research, this dissertation applies the concept of multiple strategic orientations for the purpose of improving B2B branding. The collective role of the brand, market and entrep...

Business-to-Business(B2B) ecommerce has been in existence ever since GM introduced Electronic Data Interchange in the 1980’s as a technology to do business with its suppliers (Premkumar, 2003). The utilization of the Internet for business paved the way for web-based B2B. The arena in which B2B commerce takes place is called an Electronic Marketplace (EM). B2B is a more significant component of ...

This paper examines why both B2B and B2C small businesses adopt of E-commerce. It provides an examination of the association between B2B/B2C adoption and other organizational and managerial factors by questioning small business managers about business sector, market focus, gender of the CEO and educational level of the CEO. It also examines the groupings and priorities of criteria used in the d...