This e-book offers a multi-national perspective on factors relating to digital technologies in business-to-business markets. Comprising ten articles in all it features the work of leading authors such as George, S. Day, S. Tamer Cavusgil, Roger J. Calantone and Robert E. Spekman. The first group of articles deals with utilization of information technology by firms as both a marketing tool and a means to manage supply chains effectively. The second group deals with different digital technologies and explores how these have been used to improve firm effectiveness. In sum, the articles provide both theoretical and practical perspectives on the use and utility of various digital technologies in creating business value.
Purpose - To investigate how business-to-business (B2B) firms view the opportunities and threats of the internet and determine which firms are most likely to gain from the internet.
Design/methodology/approach - A nation-wide survey of marketing, sales and MIS managers in B2B firms provides the data necessary to explore the impact of the internet.
Findings - Managers view the internet positively as it will reduce customer service costs and allow firms to tighten relationships with customers. The positive potential outweighs the negative potential of increased competition and new pricing models. However, not all will benefit.
Practical implications - While there is much optimism about the internet, those most likely to benefit are those firms already proficient at forging close customer relationships.
Originality/value - This paper provides lessons about who will benefit from the internet.
|
- Access this journal online
- Guest editorial
- Capitalizing on the internet opportunity
- George S. Day and Katrina J. Bens
- The role of information technology in supply-chain relationships: does partner criticality matter?
- Daekwan Kim, S. Tamer Cavusgil and Roger J. Calantone
- Collaborative supply-chain partnerships built upon trust and electronically mediated exchange
- Niklas Myhr and Robert E. Spekman
- Critical factors affecting intermediary web site adoption: understanding how to extend e-participation
- Tina Harrison and Kathryn Waite
- Cooperative adoption of complex systems: a comprehensive model within and across networks
- Angela Hausman, Wesley J. Johnston and Adesegun Oyedele
- Inter-organisational collaboration for the digital economy
- Elizabeth Houldsworth and Gillian Alexander
- An empirical framework developed for selecting B2B e-business models: the case of Australian agribusiness firms
- Eric Ng
- A decision-support system for business-to-business marketing
- Behrooz Noori and Mohammad Hossein Salimi
- Why doesn’t marketing use the corporate data warehouse? The role of trust and quality in adoption of data-warehousing technology for CRM applications
- Fay Cobb Payton and Debra Zahay
- Creating digital value: at the heart of the I-E-I framework
- Tim Foster
- Executive summary and implications for managers and executives
Share this report
Other tasks Related Markets Marketing Reports Free Alert Me service Receive bi-weekly email alerts on new market research Sign Up Today!
|
