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B-to-B Marketing - Getting Procurement Agents To Buy Online

Published by: Jupiter Research Corporation

Published: Feb. 22, 2001 - 31 Pages


Table of Contents


Executive Summary

Landscape: Procurement Agents Are Not Quite Ready for Prime Time

Case Study: DirectSource.com Offers Total Disclosure to Relieve New Buyers' Anxiety

Outlook: Two Distinct Sectors Divide the Market

Case Study: getPlastic.com, a Net Market That Takes Full Responsibility for the Products It Sells

Mandate: Sellers Must Focus on Needs of One Buyer Group

Report Methodology

Table of Figures

Percentage of Buying That Procurement Agents Expect to Conduct over Online Channels by 2002

Reasons Procurement Agents Do Not Go Online

Value Buyers Derive from Online Commerce

Percentage of Procurement Agents Who Think Going Online Will Add Market Value, Is a Management Priority

Percentage of Respondents Who Find Services Important, by Service

Number of Transactions According to Buyer and Seller Relationship

Size of Buyer Markets for Online Entities

Size of Buyer Markets for Online Entities, by Players and Participants

Online and Off-line Training Methods

Buyer Requirements According to Seller Group

Critical, Valuable, and Less-Valuable Value-Added Services

Important Value-Added Services, by Type of Seller

Buyer Benefits from New and Existing Sellers

Comparison of Technology Requirements According to Buyer Type

Abstract

B-to-B Marketing/Volume 2, 2000

Procurement agents see little advantage in moving online, in part because their existing suppliers are not there. United only by a desire for educational and logistical services, agents will divide into two groups with distinctly different needs: those who wish to trade only with their existing vendors and those who seek new supplier relationships. Sellers and intermediaries must zero in on one and forget the other if they hope to come out on top.

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