Business to Business

Basic similarities among the several service-registry standards that exist today suggest the potential for interoperability. Given that service registries are key components inWeb services architectures, interoperability will play an increasingly important role in facilitating dynamic ...

The paper raises the question of if and how informa tion technology impacts on social exchange relation ships. The aim of the study is to investigate changes of s ocial interaction patterns due to information techn ology in business relationships, by analyzing one specific a spect of interaction in business relationships, nam ely the effect of information technology on the need for pe rsonal meetings. The theoretical view is constructe d on interaction, focusing on the need for personal meet ings and information technology. The method employed is statistical and a total of 354 business relationshi ps on the Swedish business to business market are c ollected and analyzed. Information technology in business re lationships is examined by the level of use of info rmation technology and the influence its use has on the nee d for personal meetings of the business relationshi p. The result shows that business relationships in which i nformation technology increases or decreases the ne ed f...

This article aims to analyze, on the context of business-to-business marketing, the implementation of reverse logistics as a strategic alternative for market development, intending to serve a new customers segment. Initially, a review of the literature about market development and market segmentation strategies, and reverse logistics is presented,

A review of the history and current prevalence of outdoor advertising suggests that although the medium is very effective it is not widely used in business-to-business markets. A case for using outdoor advertising is deductively made based on the unique characteristics of ...

Collaborative business models among enterprises require defining collaborative business processes. Enterprises implement B2B collaborations to execute these processes. In B2B collaborations the integration and interoperability of processes and systems of the enterprises are required to support the execution of collaborative processes. From a collaborative process model, which describes the global view of the enterprise interactions, each enterprise must define the interface process that represents the role it performs in the collaborative process in order to implement the process in a Business Process Management System. Hence, in this work we propose a method for the automatic generation of the interface process model of each enterprise from a collaborative process model. This method is based on a Model-Driven Architecture to transform collaborative process models into interface process models. By applying this method, interface processes are guaranteed to be interoperable and defined according to a collaborative process.

ABSTRACT Historically, researchers have addressed pricing issues from many different perspectives, including the firm's business model (cost structure, experience curve), stakeholders (customers and channel partners), competition (market structure and intensity), and macroeconomic issues (interest rates, economic growth). An important dimension of organizational price setting that has been neglected is the impact that the firm's internal political system, reflected in interdepartmental coordination and rivalry, has upon price setting. A study of managers who are influential in shaping the firm's pricing strategy was conducted to identify intraorganizational issues and their relative impact on the firm's pricing strategy. The results of the study provide important implications for the development and execution of a firm's pricing strategy.

Home > Journal of Business & Industrial Marketing > Volume 22 issue 6 > Sources of brand benefits in manufacturer-reseller... ... Icon: Abstract. Icon: Backfiles. Icon: Print. Icon: Reprints & permissions. ... Purpose – The aim of the paper is to develop a conceptual framework ...

In this paper we explore the ethics of business-to-business electronic commerce, with a focus on the banking sector. A case study of online foreign exchange developments at an investment bank is used to help illustrate some key moral issues. Important areas identified for further research include freedom of choice, trust and transparency of business-to-business transactions and limits to responsibility with regard to the facilitation of fraud. It is concluded that only with careful consideration of a broad range of management issues will traditional companies effectively address the challenges of electronic commerce. The barriers to be dealt with are far from being just technical solutions to doing business in cyberspace.

Purpose. The purpose of this paper is to report empirical research that examined the impact of conflict in two different buyer-seller situations, an ongoing relationship and a choice situation where the buyer had to choose between two or more alternative suppliers. Conflict was defined as social conflict and has two distinct types, affective and cognitive. Methodology/Approach. The methodology used was two mail surveys to a random sample of purchasing association members who had buying responsibilities in their firms. In one survey respondents were asked to self-select a current buyer-seller relationship they had for a period of at least one year and to indicate the degree of perceived conflict they had with the key supplier representative as well as the amount of relationship loyalty they perceived they had with that supplier. The second survey randomly assigned respondents to evaluate either a supplier whom they gave business to in a choice situation or one they did not, thus establishing as the dependent variable the actual choice of whom they gave business to. Findings. The findings are clear for affective types of conflict. When affective conflict is perceived as higher the chance of getting an order in a choice situation as well as the magnitude of the relationship loyalty perception is negatively related. Cognitive conflict is not as clear. In choice situations conflict was negatively related to choice, whereas in on going relationships there was no impact. There was no indication of cognitive conflict having a positive relationship. Originality/Value/Contribution of the paper. This study is the first to examine perceptions of conflict with a significant other in a buyer-seller relationship to try to determine how those perceptions might relate to either buyer choice or loyalty. While the findings support the expected relationship between affective conflict and outcomes, the findings with regards to cognitive conflict suggest that this may be more complex then originally thought and further points out the difficulty in managing conflict across organizational boundaries.

Electronic Customer Relationship Management (e-CRM) Analytics is the process of analyzing and reporting online customer/visitor behavior patterns with the objective of acquiring and retaining customers through stronger customer relationships. ...