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Dissertations / Theses on the topic 'Business-to-business'

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Published: 4 June 2021
Last updated: 30 July 2024

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1

Johansson, Emmelie. "Business-to-business morgondagens handelsmöjlighet?" Thesis, University of Skövde, Department of Computer Science, 2000. http://urn.kb.se/resolve?urn=urn:nbn:se:his:diva-454.

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Elektronisk handel är en av de starkaste trenderna inom IT-området just nu. För företag som är snabba på att tillgodogöra sig och bemästra tekniken öppnas nya dörrar mot nya marknader. Det är viktigt att företagen förstår att elektronisk handel inte bara är datorer, programvaror och nätverk utan att det handlar mer om affärs- och organisationsutveckling.

Detta examensarbete behandlar ämnet elektronisk handel mellan företag, business-to-business.

Syftet med denna rapport är att belysa hur långt de medelstora tillverkande företagen i Sverige kommit i processen att införa elektronisk handel.

Undersökningen, som bedrevs för att erhålla svar på problemformuleringen, genomfördes med hjälp av intervjuer via telefon och personliga besök samt utskick av enkäter till företag.

Resultatet som undersökningen genererat är att intresset för elektronisk handel är väldigt stort inom den utvalda kategorin, svenska medelstora tillverkande företag. Även om det är ett stort antal företag som hittills inte har infört elektronisk handel så var majoriteten av de undersökta företagen intresserade av ett införande.

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2

Bellenbaum, Ilka. "Einsatzmöglichkeiten von E-Business-Komponenten im Business-to-Business-Bereich." [S.l. : s.n.], 2004. http://www.bsz-bw.de/cgi-bin/xvms.cgi?SWB11675717.

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3

Mortimer, Derek John. "Middleware to support accountability of business to business interactions." Thesis, University of Newcastle upon Tyne, 2013. http://hdl.handle.net/10443/1911.

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Enabling technologies have driven standardisation efforts specifying B2B interactions between organisations including the information to be exchanged and its associated business level requirements. These interactions are encoded as conversations to which organisations agree and execute. It is pivotal to continued cooperation with these interactions that their regulation be supported; minimally, that all actions taken are held accountable and no participant is placed at a disadvantage having remained compliant. Technical protocols exist to support regulation (e.g., provide fairness and accountability). However, such protocols incur expertise, infrastructure and integration requirements, possibly diverting an organisation’s attention from fulfilling obligations to interactions in which they are involved. Guarantees provided by these protocols can be paired with functional properties, declaratively describing the support they provide. By encapsulating properties and protocols in intermediaries through which messages are routed, expertise, infrastructure and integration requirements can be alleviated from interacting organisations while their interactions are transparently provided with additional support. Previous work focused on supporting individual issues without tackling concerns of asynchronicity, transparency and loose coupling. This thesis develops on previous work by designing generalised intermediary middleware capable of intercepting messages and transparently satisfying supportive properties. By enforcing loose coupling and transparency, all interactions may be provided with additional support without modification, independent of the higher level (i.e., B2B) standards in use and existing work may be expressed as instances of the proposed generalised design. This support will be provided at lower levels, justified by a survey of B2B and messaging standards. Proof of concept implementations will demonstrate the suitability of the approach. The work will demonstrate that providing transparent, decoupled support at lower levels of abstraction is useful and can be applied to domains beyond B2B and message oriented interactions.
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Mühlmeyer, Joachim. "Internationale Preisharmonisierung im Business-to-Business-Geschäft /." [S.l.] : [s.n.], 2001. http://aleph.unisg.ch/hsgscan/hm00151397.pdf.

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5

Jangland, Monica, and Sofia Nilsson. "Kundens beslutsprocess vid inköp business-to-business." Thesis, Linköping University, Department of Management and Economics, 2001. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-855.

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Bakgrund: Kunders inköpsprocess skiljer sig mellan industriella marknader och konsumentmarknader. När organisationer gör inköp handlar det ofta om stora belopp och komplexa produkter. Relationen mellan det köpande och det säljande företaget brukar vara tätare än vid vanliga konsumentinköp. För att den säljande organisationen ska förstå hurde mest effektivt ska erhålla kunder är det nödvändigt att identifiera de olika faserna i kunders inköpsprocess och undersöka vad som påverkar kundernas beteende vid inköpet.

Syfte: Vårt syfte med denna uppsats är att beskriva hur SMHIs kunders beslutsprocess ser ut vid inköp och vilka faktorer som påverkar denna process. Vidare är vår målsättning att, utifrån de teorier som finns inom problemområdet, utveckla en begreppsapparat för att beskriva och förklara hur processen ser ut i en business-to-business relation. Metod: Vi har genomfört en kvalitativ undersökning baserad på djupintervjuer med kunder till SMHIs produkter Graddagar och Energi-Index. Respondenterna i vår studie är personer som deltog i beslutsprocessen vid inköpet av den aktuella produkten.

Resultat & Slutsatser: Begreppsapparaten vi utvecklat innehåller rationella modeller som beskriver hur processen ser ut samtidigt som den innefattar teorier av begränsat rationell karaktär som förklarar varför processen ser ut som den gör. Genom de empiriska studierna framkom att kunders inköpsbeteende i business-to-business relationer påverkas av leverantörernas roll på marknaden. När kunderna bara ser en tydlig leverantör förkortas beslutsprocessen vid inköp jämfört med vad teorierna beskriver. De faktorer som påverkar inköpsbeteendet i vår undersökning är främst leverantörens roll, medverkande parter, priset och köpsituationen. Relationen mellan säljande företag och kund kan minska kundens kostnader vid inköpsprocessen. Detta kan ske om det säljande företaget anpassar sin roll i relationen till den roll kunden förväntar sig att leverantören ska ha.

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6

Nelson, David, and Renée Lazarowich. "Health and Strategic Sustainability : Business to Business." Thesis, Blekinge Tekniska Högskola, Avdelningen för maskinteknik, 2005. http://urn.kb.se/resolve?urn=urn:nbn:se:bth-4027.

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This is a study of how businesses might influence other businesses to move towards sustainability. Two health club businesses in North America actively participated and were selected because of their private ownership structureand their similar size and services. One health club had significant experience with working towards sustainability, and the other had little or no such experience. This is a descriptive study that applied an Active Research model in which researchers andbusiness management teams all actively participated. Five cycles of learning and adaptation are documented, including three work sessionsand initial and final interviews. Data from these five cycles were analysed to assess changes in perceptions of and knowledge about sustainability in business. We have concluded that the least experienced health club demonstrated sound increases in their knowledge and perception about sustainability. In addition, itis actively considering implementing select practices in itsfacilities that represent movement towards sustainability. The club with significant sustainability experience did not demonstrate increased knowledge or perceptions about sustainability, but did perceive value in the business-to-business sustainability discussions.

Contact information: David Nelson: nelso213 (at) umn.edu, Renée Lazarowich: renee_lazarowich (at) yahoo.com

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7

Boyle, Marc D. (Marc David) 1966. "Business-to-business marketplaces for freight transportation." Thesis, Massachusetts Institute of Technology, 2000. http://hdl.handle.net/1721.1/9159.

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Thesis (M.Eng.)--Massachusetts Institute of Technology, Engineering Systems Division, 2000.
Includes bibliographical references (leaves 52-54).
Business-to-business (B2B) marketplaces bring together buyers and sellers in different industries using the Internet to conduct or facilitate business transactions. Among these new intermediaries or "infomediaries" are several firms that address spot market transactions and long-term contract negotiations for truckload, airfreight, ocean and intermodal shipments. Most of the initial activity in freight transportation has focused on the highly fragmented truckload sector. Currently, none of these firms process enough shipments to constitute critical mass or a self-sustaining business model. Without liquidity, B2B marketplaces that rely solely on an exchange cannot present a viable alternative to existing transportation intermediaries, such as brokers and forwarders, since shippers' orders cannot be frequently matched with carriers' capacity. Channel mix and domain expertise are the critical strategic mobility barriers for B2B marketplaces. Firms must make strategic decisions early about whether to include or exclude existing intermediaries and also how carriers' direct sales forces may be displaced. The service offering must either reinforce or replace the basic functions of intermediaries. Technology leadership in applications critical to shippers (e.g., shipment consolidation, mode selection and combinatorial bidding) is a proxy for domain expertise and will largely determine a company's ability to differentiate its offerings and form a broad versus narrow line. Shippers will receive the greatest benefit from B2B marketplaces and Internet-based transportation management systems present the best opportunity for value creation. This research examines indirect channels for freight transportation and the specific functions performed by existing intermediaries. Trading models are categorized and four case studies of truckload marketplaces are presented. Frameworks are provided for channel structure and strategic groupings.
by Marc D. Boyle.
M.Eng.
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8

Salander, Britta. "Emotionality in business-to-business marketing communications." Thesis, Northumbria University, 2011. http://nrl.northumbria.ac.uk/2026/.

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The presence and value of emotionality in non-personal business-to-business marketing communications is questioned in literature despite existing knowledge about emotional behaviour of individuals in organisational decision-making units. However, as competition and globalisation increases, the need for differentiation and unique positioning intensifies. The role of emotions in establishing emotional differentiation through advertising is accepted in consumer research, yet little is known about the presence and characteristics of emotionality in business-to-business print advertising targeting an organisational audience. The purpose of this research was therefore to determine the presence and executional style of emotion-laden business-to-business print advertising and to identify themes and patterns of emotionality. Four German trade publications from the manufacturing and engineering sector, comprising all issues of the year 2008 with a sample size of 2000 advertisements were content analysed. Consistent findings revealed that emotionality was used in a substantial number of business-to-business print advertisements and was distributed equally across all four magazines. Emotionality was significantly associated with the use of colour and visuals, and with the size and position of advertisements in the magazine. Emotional techniques relating to content used visual components like the depiction of persons and objects, and the style of visual representation primarily contained symbols of association and metaphors. Dominant emotional stimuli were humour, trustworthiness/reliability and pride/success, which mirror the emotional world of organisational buyers. The results thus demonstrate the relevance of emotionality in non-personal business-to-business marketing communications and indicate that to a certain extent business-to-business marketers use emotional techniques as a strategic element in marketing communications.
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9

Zhu, Xia. "Service experience in business-to-business relationships." Thesis, University of Manchester, 2012. https://www.research.manchester.ac.uk/portal/en/theses/service-experience-in-businesstobusiness-relationships(df97b6a0-cce1-4380-a79f-f202b34fa2a1).html.

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This research project explores how service experience impacts on business-to-business relationships. It investigates the role of service encounters in a business-to-business context through examining the characteristics of service encounters in business-to-business markets and how service encounters impact on business-to-business relationships. Service failure and recovery in business-to-business markets are also explored. The theoretical background stems from both services marketing and business-to-business marketing. The literature review encompasses investigations of service encounters and service failure and recovery in both consumer and business-to-business markets. The project attempts to merge these areas of knowledge, by extending the domain of service research from consumer markets to business-to-business markets. The researcher notes that different characteristics may exist between consumer and business-to-business markets, and so studies of service issues developed in consumer markets are used as guidance rather than simply being transferred to a business-to-business context. As the nature of this project was exploratory, case studies were selected as a suitable research strategy, and two case studies were carried out. The first case study was in the metal finishing industry in the North of England and included 20 interviews. The second case study was in the paint and coatings industry in the North West of England and included 20 interviews. In both case studies, suppliers' and customers' perspectives were investigated to allow a dyadic understanding of the role of service in supplier-customer relationships. Other data such as direct observation, shop floor visits, company brochures, a research diary and notes were also used. Computer-assisted NVivo software was employed to assist data analysis. A thematic approach was applied to analyse the data. The findings revealed similarities and differences in service encounters, and service failure and recovery, between consumer markets and business-to-business markets. Communication, adaptation, help and people were identified as key factors in business-to-business service encounters, impacting on business-business relationships. The influences of domino effects on business-to-business customers' service experience were found to be significant and illustrate the complexity of the business-to-business service experience. The results suggest that service recovery strategies that are employed in consumer markets may also be effective in business-to-business markets, but because of the active role that business-to-business customers were observed to play, the strategies may need to be extended. This project has both theoretical and managerial contributions. Theoretically, it extends the domain of service experience research from consumer markets to business-to-business markets, by filling in a gap in the services marketing literature by investigating business-to-business service failure and recovery. It contributes to the business-to-business marketing literature by discussing the role of service explicitly in interactions and, thus, extends the understanding of supplier-customer relationship processes. Managerially, the research provides companies with an additional approach to managing their business-to-business relationships through improving service performance and explicitly considering service recovery processes.
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10

Gharib, Rebwar Kamal. "Factors affecting active participation in business-to-business online business communities." Thesis, University of Bedfordshire, 2013. http://hdl.handle.net/10547/336405.

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The aim of this research is to investigate factors affecting active participation in Business-to-Business Online Business Communities (B2B OBCs). The primary objective of the study was to develop a framework to better understand the important factors affecting members’ active participation behaviour in B2B OBCs. To achieve the main goal of this research, an integrated framework was developed underpinned by three well known theories: Uses and Gratification (U&G), Social Exchange (SET), and Information Systems Success Model (ISSM). A mixed method approach (partially mixed sequential dominant status design) was employed to answer the research question and achieve the objectives of the study. Accordingly, this study was carried out in two phases. During the first phase an exploratory study was carried out to further explore the framework. For that purpose semi-structured interviews with twelve members of B2B OBCs were conducted. The collected data was analysed using thematic analysis utilising NVIVO and this assisted in discovering another important factor ‘service quality’, which reflected on the moderator’s role inside B2B OBCs. Subsequently, service quality was added to the model. The exploratory study is also helped to develop a new measure for active participation in the context of B2B OBCs as this study was unable to adapt the measure for the construct from prior studies due to the discrepancy in the literature. In the second phase of the study, a quantitative approach (online questionnaires) was employed to test the developed framework. Using non-probability convenience sampling technique, 521 useable online questionnaires were collected from 41 B2B OBCs on LinkedIn. The collected data was then analysed using a second generation approach (SEM) utilising AMOS. During the data analysis, two U&G constructs (functional need and hedonic need) were found to have a positive impact on active participation. Yet, the direct association between psychological need and active participation was not significant. Nevertheless, the construct found to have a positive and indirect relationship with active participation. In addition, two of the SET constructs (reciprocity and affective commitment) were also found to have a positive association with active participation. Trusting beliefs was found to have no direct impact on active participation. Further analysis revealed that the relationship between the two construct was indirect via affective commitment. Furthermore, three factors that were identified under ISSM, information quality, system quality, and service quality, were also found to be the antecedent of trusting beliefs but they did not have a direct impact on active participation. Information quality and service quality were also found to have an indirect and positive impact on affective commitment and active participation. The analysis also revealed that members from different industry types had different participation behaviour in B2B OBCs. The research outcomes made several contributions to the literature. These include a new measure for active participation and service quality. This provides a new validated instrument for B2B OBC researchers to adapt in the future. Further, an integrated model for factors affecting active participation in B2B OBCs was developed. This also provides a foundation for future studies in the field. The final results of this study demonstrate the appropriateness and robustness of the developed model, and further suggests that any attempt to investigate members participation behaviour in B2B OBCs will be incomplete unless all three theories (U&G, SET, and ISSM) are cosnidered. Moreover, this study helped to extend the existing knowledge on Online Community (OC) defintions, OC taxonomies, OC commitment, and OC trust. Finally, the findings of this study propose several guidelines to assist B2B OBC providers to build and maintain successful communities.
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11

Vieira, Armando Luis. "An interpersonal approach to modelling business-to-business relationship quality." Thesis, University of Nottingham, 2008. http://eprints.nottingham.ac.uk/10527/.

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In the last two decades, we have been watching a dramatic change in the nature of buyer-seller relationships. Relationship quality (RQ) is nowadays seen as the source of superior performance and competitive advantage, rather than service quality and/or customer satisfaction. As firms move towards closer, more collaborative relationships, the role of relationship managers as marketers is increasingly vital to organisational success. Despite the crucial role that relationship managers play in building business-to-business (B2B) RQ, very little research has looked at the key constructs of inter-organisational RQ from an interpersonal approach. Using both qualitative and quantitative approaches, this study aims at contributing to a better understanding of the nature, determinants, and dimensions of RQ. Particular attention is paid to developing and testing a B2B RQ model from an interpersonal perspective. In response to a gap identified in the literature, which draws primarily on buyer only perspectives, the exploratory, qualitative phase of this study was conducted from a dyadic perspective, thereby providing a stronger conceptualisation of RQ and its determinants and dimensions. A combination of literature with a series of semi-structured interviews with representatives of hotels operating in Portugal and their corporate clients helped inform the development of a RQ model which was subsequently tested through structural equations modelling. For the main survey, the unit of analysis was the relationship of the dyad, as perceived by the client, and 948 client representatives provided their perceptions of their relationship with their counterparts in hotels, yielding a 40.7 percent response rate. Goodness-of-fit estimates provided strong support for the model. All but one of the suggested research hypotheses were supported and the amount of explained variance by the proposed determinants was acceptable. Three alternative models were analysed and rejected in favour of the proposed model. Findings highlighted the importance of social bonds, which seem to promote contractual bonds and have a positive impact on perceived RQ, likelihood of recommendation and expectation of future contact. If social bonds are able to encourage repeat business and loyalty, then they may influence overall profitability. This research also expanded the empirical research on RQ by submitting its key constructs to a rigorous, quantitative test, this way contributing to narrow another gap in the literature, which refers to the existence of some consensus on building blocks of RQ such as commitment, satisfaction and trust, but not on their connections in the model. In addition, results emphasised customer orientation as a building block of RQ. This, in turn, draws the attention to the importance of including in the design of firms' strategies the careful selection, training, and motivation of (designated) relationship managers, the 'face' of the organisation, in order to maximise the performance of organisations in building B2B RQ. By focusing on relational drivers, this study responds to the lack of research on the interactive characteristic of RQ, i.e. buyer-seller interactions primarily in a person-to-person communication, and suggests theoretical and managerial guidelines regarding the social level in the governance of business relationships.
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12

Tontoh, Anthony, and Yaw Opoku Gyamfi. "MAINTAINING CUSTOMER RELATIONSHIP IN BUSINESS-TO-BUSINESS MARKETING." Thesis, Jönköping University, JIBS, Business Administration, 2006. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-463.

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The relationship between organizations and their customers is a critical issue when establishing a long-term relationship. It is difficult for organizations to really manage and main-tain the relationship with their customers as some organizations fail to build up relationships.

The process of learning and adapting to other customers is costly and time intensive. This is an issue that needs to be taken into consideration. Another aspect that needs to be looked at is the way organizations can set up a plan to build a competitive advantage. With this, most organizations do tend to loose their customers due to the inability to use their resources well and also managing them effectively.

This paper examines the relationship between the supplier and the customer and the possibilities of managing and maintaining the customer relationship.

Qualitative analysis is used in this paper since it is the appropriate method to meet our purpose. There were two companies interviewed from the logistic industry and mechanical industry.

Finally, our result in this paper indicates that in order to maintain customers, it is vital for organizations to meet their needs. As a result, satisfaction and loyalty is the ultimate goal for organization to maintain their customers. This is the way of avoiding key and non-key customers from leaving and also strengthening the relationship.

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13

Hawkins, Timothy Glenn Pohlen Terrance Lynn. "Explaining buyer opportunism in business-to-business relationships." [Denton, Tex.] : University of North Texas, 2007. http://digital.library.unt.edu/permalink/meta-dc-3664.

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Frauendorf, Janine. "Customer processes in business to business service transactions /." Wiesbaden : Dt. Univ.-Verl, 2006. http://deposit.d-nb.de/cgi-bin/dokserv?id=2870462&prov=M&dok_var=1&dok_ext=htm.

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Frauendorf, Janine Kleinaltenkamp Michael. "Customer Processes in Business-to-Business Service Transactions /." Wiesbaden : Deutscher Universitäts-Verlag, 2006. http://deposit.d-nb.de/cgi-bin/dokserv?id=2870462&prov=M&dok_var=1&dok_ext=htm.

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16

Forkmann, Sebastian. "Challenges of change in business-to-business markets." Thesis, University of Manchester, 2013. https://www.research.manchester.ac.uk/portal/en/theses/challenges-of-change-in-businesstobusiness-markets(ef771ed7-8d31-45c8-b8f3-4e17b54dc159).html.

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This dissertation is structured around three original studies that offer unique insights into the challenges of change in business-to-business markets. All three studies share as an important starting point that firms rely on other firms to achieve strategic flexibility in volatile business environments. This means that firms source critical resources from business relationships in order to reduce long-term investments in times of change. From this perspective, firms' competitive advantages cross the boundaries of the firm and are embedded in their business partner networks. Thus, firms' business relationships and networks have become an important locus of organizational change in order to respond to turbulence in firms' business environments. Study one of this dissertation recognizes the importance of supplier relationships as a mechanism to react to changing business environments. The article focuses on the dynamic capabilities that enable firms to structurally reconfigure their supplier portfolios or supply networks in order to access necessary resources. The framework of relationship management capabilities introduced, is structured around three important sub-dimensions: relationship initiation, development, and ending capabilities, which collectively enable a firm to manage the reconfiguration of resource portfolios accessed via supplier relationships. The key implication for management relates to thinking beyond firms' established supply chains in times of change. While to a certain degree change can be absorbed within firms' existing supply chains, there might be a need to be 'agile', i.e. search for other suppliers who are better suited to more efficiently and effectively address such changes affecting firm competitiveness in the long run. While study one highlights the importance of firms' agility in adapting their supply chains in response to changes in their business environment, study two of this dissertation, although with a focus on the demand side of the business model, addresses the managerial challenges associated with such an agile adaptation process. Study two conceptualizes a framework for business model change and provides managers guidance to approach business model redesign. In particular, study two focuses on service business models and introduces the concepts of service infusion and defusion as important processes of business model redesign. The service infusion and defusion framework provides a pragmatic and systematic approach to understanding the nature of the business model change that companies have to manage, as well as linking these changes with knowledge creation and transfer processes. These are shown to be key for successfully managing such a business model redesign. While studies one and two assume strategy and its implementation to be key to a successful response to changes in firms' business environment, study three draws attention to the difficulties of arriving at such an appropriate or fitting response strategy in the first place, given the available information. In particular, this study examines the link between sensing changes in firms' business environments and managerial decision making in the form of strategy choice. Thereby, the study shows that strategy change causes disruptions, which eventually affect firm performance. This effect is compounded with increasing sensitivity to change as well as increasing number of factors that trigger change, and thus impairs the long term benefits of such strategy change. Thus, the effectiveness of strategy or business model changes and their implementation is inevitably contingent on distinguishing key signals from noise that disturb or misguide firms' strategic decisions.
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Claßen, Matthias [Verfasser]. "Marktorientierung in Business-to-Business-Märkten / Matthias Claßen." Berlin : Freie Universität Berlin, 2015. http://d-nb.info/1068809922/34.

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Vattikutti, Avinash. "Potential of Smart Contract in Business to Business." Thesis, KTH, Industriell ekonomi och organisation (Inst.), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-246063.

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The implementation of smart contract technology with their plausible applications in a business to business are explored. The thesis work shows how Blockchain technology works on the concept of decentralized system which is beneficial to eliminate the need for central authority. The thesis focuses on elimination of challenges pertaining to the selected departments in an organization. The thesis resolves challenges pertaining to lack of transparency, traceability and significant time-delays while in the process of decision making. The influence of blockchain technology and smart contract technology to eliminate these challenges are discussed. Logic of the smart contract and working of the blockchain pertaining to a specific industrial case study are demonstrated. Methodology to set up a smart contract interface in a business to business setting is investigated in this thesis. An observation study has been done in order to show how transparency, traceability and time delay in decision making is achieved by using smart contract interface. This thesis also shows how the blockchain and smart contract technology tries to implement coordination theory.
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Hawkins, Timothy Glenn. "Explaining Buyer Opportunism in Business-to-Business Relationships." Thesis, University of North Texas, 2007. https://digital.library.unt.edu/ark:/67531/metadc3664/.

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The interaction among firms in the supply chain is necessary for business process execution and relationship success. One phenomenon of great significance to buyer-supplier relationships is opportunism. Opportunism is defined as behavior that is self-interest seeking with guile. It is manifested in behaviors such as stealing, cheating, dishonesty, and withholding information. Opportunism negatively impacts relational exchange tenets such as trust, commitment, cooperation, and satisfaction. Furthermore, perceptions of opportunism negatively affect firm performance. In lieu of the known negative effects of opportunistic behavior on buyer-supplier relationships, why do agents continue to engage in opportunistic tactics with their exchange partners? A comprehensive examination is necessary in order to understand why sourcing professionals engage in acts of opportunism. Understanding why opportunism occurs will reveal how to deter it, and this remains a gap in the literature. Based on theories in economics, marketing channels, supply chain management, decision science, and psychology, a comprehensive model tested a set of factors hypothesized to drive the use of opportunistic tactics. Factors include buyer-supplier relationship-specific factors, environmental factors, individual personality-related factors, and situational factors. Data was collected via internet survey of sourcing professionals from private industry and government agencies. Common to many studies of ethics, respondents made choices based on two hypothetical vignettes. Two logistic regression models were used to test the hypotheses. Factors found to affect buyer opportunism included buyer power, corporate ethical values, pressure to perform, leadership opportunism, business sector, honesty/integrity, and subjective expected utility. This research contributes to theory by combining several disparate theories to best explain opportunism. A comprehensive evaluation should determine which theory explains the most variance in decision making. The study contributes to practice by identifying those important factors contributing to a sourcing professional's decision to use opportunistic tactics. The ability to manage these factors should improve the probability of relationship success. Additionally, the identification of these factors should help leaders to make more accurate estimates of transaction costs - key knowledge required to make an informed make or buy governance decision.
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Yanamandram, Venkata Krishna Kumar. "Retention of dissatisfied business-to-business services customers." Thesis, The University of Sydney, 2008. https://hdl.handle.net/2123/28954.

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The strategic importance of customer retention and the costs associated with customer switching behaviour have resulted in researchers devoting considerable attention to investigating the switching and/or staying behaviour of customers. However, relatively little attention has been devoted to investigating (1) the important deterrents to discontinuing the relationship in a single model in the business-to-business (B-to-B) service sector, and (2) the mediating factors under the condition of dissatisfaction in the B-to-B services sector. The fastest growth in services marketing today is in business markets, making this an important area of study with significance for marketers, particularly in terms of the development of customer retention. A two-stage research design, with qualitative and quantitative phases, was employed in the current research using a single key informant approach. The qualitative study utilised an indepth interview technique in which key informants representing 21 businesses provided interviews. The quantitative study employed a cross-sectional email URL embedded Web survey of key informants, which resulted in a final sample size of 376 responses. The simultaneous nature of the multiple relationships between key constructs was analysed using structural equation modelling. The research demonstrated that distributive justice, procedural justice, interactional justice, satisfaction with complaint—handling, benefit-loss costs, economic-loss costs, learning costs, sunk costs, interpersonal relationships, dependence and calculative commitment are the direct and indirect factors that influence the likelihood of dissatisfied customers remaining in a relationship. A key finding is the mediating role of both dependence and calculative commitment on the relationship between specific firmlevel investments and repurchase intentions. This thesis makes four contributions. Firstly, it uses a business services context, which is an under—researched area for this research problem. Secondly, it connects determinant factors to an outcome variable in explaining the tendency among B—to-B services customers, who have complained and considered switching, to remain involved in a relationship that is dissatisfying overall. Thirdly, it examines the effects of antecedents on calculative commitment that have previously not been examined, thus making a conceptual and empirical contribution. Finally, it offers managerial implications for the offending service firms as well as for those service firms that are attempting to attract dissatisfied prospective switchers of the offending firm.
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Bryant-Minter, Andrietta. "Millennial Business Owners' Strategies To Survive in Business." ScholarWorks, 2019. https://scholarworks.waldenu.edu/dissertations/7276.

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Individuals in the millennial generation, born from 1980 to 1996, have many entrepreneurial opportunities; however, many people in the millennial generation lack the skills, motivation, and business strategies to survive in business. Because of the influx of competition, lack of experience, and lack of business-world strategies, entrepreneurs can miss opportunities and fail within the first few years of business operations. Grounded in the systems theory, the purpose of this multiple case study was to explore the strategies that business owners in the millennial generation used to survive in business longer than 6 years. Participants consisted of 5 business owners in the millennial generation in 5 businesses in northern Virginia with successful experience in implementing strategies to survive in business longer than 6 years. Data were collected through semistructured interviews and a review of relevant company documents. Data were analyzed using Yin's 5-step process of compiling, disassembling, reassembling, interpreting, and concluding data. The 4 key themes derived from data analysis were marketing, support, lessons learned, and passion. The findings of this study might be beneficial to business owners who seek to survive in business longer than 6 years by demonstrating the need for using effective marketing strategies, recognizing the need for adequate support, learning from past mistakes, and having passion for operating the business. The implications of this study for positive social change include the potential for business owners to improve local job opportunities, increase the economic prosperity of their communities, and increase local community services through their contribution to the local tax base.
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Westman, Wall Carolin, and Tomas Henriksson. "How To Create Satisfaction : Customer satisfaction in Business-to-Business relationships." Thesis, Uppsala University, Department of Business Studies, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-106706.

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This thesis aims to increase the understanding for how customer satisfaction is created in business-to-business relationships in the copying machine and IT sector. A second objective is to contribute to the small, yet growing literature on the topic of satisfaction in business-tobusiness settings. In order to accomplish this, one company in the copying machine and IT sector has been used as a base and its customers have been the focus of the study. The results show that if the expectations the customers have of the product are met, the customers are likely to be satisfied. Furthermore, parts that have a high influence on customer satisfaction are technical support, the products’ quality, the product’s user-friendliness and availability of the staff. The part that contributed the most to customer satisfaction was how the staff treatedthe customers. The parts which contributed the least were selection of products, handling of invoices and delivery times.

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Stierna, Sofia, and Louise Lönnqvist. "Brand Building : Differences between how business-to-business companies and business-to-consumer companies build their brands." Thesis, Högskolan i Halmstad, Sektionen för ekonomi och teknik (SET), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-26028.

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Abstract Title: Brand Building – Differences between how business-to-business companies and business-to-consumer companies build their brands. Authors: Louise Lönnqvist and Sofia Stierna Supervisor: Svante Andersson Level: Master thesis, Independent project in business administration (30 credits), Spring 2014 Keywords: Brand, Brand Building, Brand Equity, Business-to-business, Business-to- consumer. Research questions: Q1: How can the brand building process differ between business-to- business companies and business-to-consumer companies? Q2: How can brand equity differ between business-to-business companies and business-to-consumer companies? Purpose: The purpose with this study is to investigate the differences between how business- to-business and business-to-consumer companies build their brands. First the differences in the brand building process are going to be investigated. Furthermore, this leads to an investigation in how brand equity differs between business-to-business companies and business-to-consumer companies. Theoretical framework: The theoretical framework starts with an explanation about what a brand is and an explanation of the differences between business-to-business companies and business-to-consumer companies. Furthermore, relevant theories about the brand building process and brand equity are discussed. Methodology: A qualitative method and abductive approach were used in order to answer the research questions. Personal interviews were conducted with three business-to-business companies and three business-to-consumer companies in order to get a view over the brand building. Empirical data: The empirical findings from the six interviews based on the theory are presented. Analysis: The analysis is based on the theoretical framework together with the empirical data. Conclusion: We have come up with the conclusion that all companies have their own brand building process and it does not matter if it is a business-to-business company or a business- to-consumer company, no major difference have been found. It is not important exactly how the brand building process looks like and which stages that are included, the key is that companies work with brand building in some way, although more studies are required in order to confirm the results. Furthermore, the two brand equity factors external brand loyalty and perceived quality are more important for business-to-business companies and the business-to-consumer prefer a combination of all the factors.
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Göransson, Julia, and Maria Wik. "Varumärket som positioneringsinstrument : en studie inom business-to-business." Thesis, Linköping University, Department of Management and Economics, 2001. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-852.

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Bakgrund: Vår utgångspunkt i uppsatsen är att produktskillnaderna blir allt mindre och det emotionella värdets betydelse blir allt större. I och med detta får varumärket en allt större betydelse även inom business-to-business.

Syfte: Vi avser att undersöka ICA Menyföretagens identitet samt vad dess varumärke står för. Dessutom vill se hur användbara de modeller vi använt är i business-to-business-relationer samt utforma en egen modell som förklarar hur märkeslojalitet uppnås i en sådan relation.

Avgränsningar: Vi kommer endast att beröra så kallad business-to-business samt varumärkets emotionella värde. Vi har koncentrerat oss på två av ICA Menyföretagens affärsområden; storkök och restaurang.

Genomförande: Vi har genomfört ett mellanting mellan ett expert- och ett snöbollsurval för att hitta lämpliga respondenter till vår undersökning. Vi har intervjuat kunder till och medarbetare i ICA Menyföretagen.

Resultat: ICA Menyföretagen har en otydlig identitet. Detta är något som avspeglas såväl internt som externt i företaget. På grund av detta samt branschens karaktär är det svårt för ICA Meny att uppnå märkeslojala kunder. Avslutningsvis anser vi att det råder en brist på teorier som behandlar varumärket och dess identitet i business-to-business-situationer.

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Koch, Hope Arlene. "Business-to-business electronic marketplaces: membership and use drivers." Texas A&M University, 2003. http://hdl.handle.net/1969.1/51.

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Business-to-business (B2B) electronic marketplaces (e-marketplaces) are one of the most heralded developments in recent years. These marketplaces bring together businesses buying and selling goods and services in an online buying community. E-marketplaces promise to increase the efficiency and effectiveness of procurement activities by replacing traditional manual processes with automated electronic procedures and by expanding the number of available trading partners. Despite the technology availability and the high potential benefits, very few e-marketplaces have succeeded. This three-year study identifies and investigates two major B2B e-marketplace stumbling blocks: attracting a sufficient number of members, and then influencing these members to use the e-marketplace. This investigation uses a variety of qualitative techniques to solicit information from nearly fifty executives representing four B2B e-marketplaces with contrasting membership and use levels. Within each e-marketplace, the study solicited information from high and low use organizations, buying and selling organizations, and a nonparticipant organization. The interview data was analyzed using line-by-line analysis from grounded theory. The analysis involved assimilating the unique stories of each manager into drivers that affect e-marketplace membership or use. These drivers were then compared to membership levels and/or use levels. The analysis resulted in three research models. Each research model is a data-driven representation of factors driving B2B e-marketplace membership, B2B e-marketplace use, and a particular organization's B2B e-marketplace use. Each model contains several unique drivers and offers a comprehensive picture of what is happening in e-marketplaces. These findings enhance management's understanding of e-marketplaces, their role in business, their challenges, and ways of overcoming these challenges in order to reap the benefits of e-marketplace participation. This study brings one of the first grounded theory investigations of B2B e-marketplace membership and use to the limited academic research in this area. This research offers insights to a number of theories, including transaction cost economics, institutional theory, resource dependency theory, and public goods theory.
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Hahn, Mattias, and Johanna Lind. "Föreställningar om Lojalitet och Lönsamhet inom Business-to-Business." Thesis, Linköpings universitet, Företagsekonomi, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-69756.

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Syftet med denna uppsats är att studera hur samband mellan lojalitet och lönsamhet förhåller sig inom Business-to-Business, med utgångspunkt i respondenternas föreställningar av begreppen såväl som sambandet mellan dem.Mer specifikt studeras föreställningarna om sambandet hos företag som verkar gentemot industriella kunder i ett tjänstefierat sammanhang. De erbjuder kunden specialiserade kompetenser där det totala erbjudandet skapas i interaktion med kunden. Resultatet blir en helhetslösning av tjänster med en produkt i botten, anpassad efter kundens behov.Vi finner att sambandet mellan lojalitet och lönsamhet består av olika dimensioner, då vi finner att lojalitet är ett mångfacetterat begrepp såväl i teori som i det studerade sammanhanget, där innebörden av begreppet varierar mellan individ, organisation och bransch. Vi finner att leverantören fokuserar på de dimensioner av lojalitet som är påtagliga och därmed möjliga att verka utefter. Dessa beteenderelaterade dimensioner är även de som leder till lönsamhet.Vi har funnit ett fokus på de dimensioner av lojalitet vilka genom kundens beteende även kommunicerar kundens åsikter och värderingar. Dessa har vi genom vårt empiriska material även kompletterat med ytterligare dimensioner av lojalitet. Vi finner att kundens attityd kan liknas vid ett smörjmedel för lojalitet.Vikten av dessa bryggor blir högre i ett tjänstefierat sammanhang, där produkten och lösningen måste anpassas efter kundens behov. Denna process är beroende av interaktionen mellan kund och leverantör, där vi finner utmaningar med såväl förståelse som kommunikation.Vidare finner vi att det främsta sambandet mellan lojalitet och lönsamhet utgår från kundens långsiktighet. Desto mer komplex och kritisk funktionen är i kundens verksamhet, desto större är behovet av att uppnå en tillfredsställande lösning som uppfyller kundens förväntningar, vilket ofta är förknippat med höga initiala kostnader. Vidare ser vi att service och tjänster är mer lönsamt än försäljning. Därmed blir kunden lönsam när denna långsiktigt stannar hos leverantören och utnyttjar dennes tjänster.Slutligen noterar vi att alla kunder har olika behov samt är förknippade med olika risker och kostnader. Lojala kunder kan vara kostsamma. Därmed kräver en hållbar ekonomisk utveckling för leverantören ett genomtänkt förhållningssätt till sina kunder, utefter såväl lönsamhet som lojalitet.
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Zhao, Yuxiao. "Standards-based application integration for business-to-business communications /." Linköping : Linköpings universitet, 2005. http://www.bibl.liu.se/liupubl/disp/disp2005/tek986s.pdf.

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Engström, Anne Salehi-Sangari Esmail. "Assessment of business-to-business (B2B) e-marketplaces' performance /." Luleå : Industrial marketing & e-commerce research group, Luleå University of Technology, 2007. http://epubl.ltu.se/1402-1544/2007/22/.

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Ungruhe, Markus [Verfasser]. "Bezugsobjektspezifische Investitionen im Business-to-Business-Marketing / Markus Ungruhe." Berlin : Freie Universität Berlin, 2011. http://d-nb.info/1025240537/34.

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Kiani, Gholam Reza. "Business-to-business advertising effectiveness in the Web context." Thesis, Henley Business School, 1999. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.481276.

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Yen, Dorothy Ai-wan. "An examination of Anglo-Chinese business-to business relationships." Thesis, University of Leeds, 2008. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.496333.

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Cue, Juan Jose 1973. "Business-to-business electronic commerce : disintermediation and channel conflict." Thesis, Massachusetts Institute of Technology, 1999. http://hdl.handle.net/1721.1/80583.

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Faria, António Jorge Monteiro Pedroso. "Gestão Relacional de Clientes em Mercados Business to Business." Master's thesis, Faculdade de Economia da Universidade do Porto, 2009. http://hdl.handle.net/10216/55091.

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Himanka, L. (Laura). "Relationship building in cross-cultural business-to-business context." Bachelor's thesis, University of Oulu, 2017. http://urn.fi/URN:NBN:fi:oulu-201705312240.

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During the past decades, international trade of goods and services has been growing fast. In the globalizing market, understanding cultural differences is essential. When building customer relationships across national borders, the possibility of cultural conflicts and misunderstandings is substantial and many factors must be taken into consideration. In business-to-business market the importance of individual customers is emphasized. High customer loyalty can improve a company’s performance significantly by increasing revenue and reducing customer acquisition costs. Therefore, the importance of relationship quality cannot be questioned. This thesis is a literature review that seeks to find the key elements of cross-cultural relationship strength by first studying the elements of relationship quality and then combining these findings to the cross-cultural context.
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Jylhä, Emmy. "Customer Defection and Value in Business-to-Business Relationships." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-76387.

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In order for firms to be able to compete on the market, it is of importance for them to create value for their customers. Value is not only the outcome from providing the customer with a product of high quality, since value co-creation can occur when firms interact with their customers and create strong relationships with them. Therefore, relationship quality is of interest for any firm that want to succeed with their sales proposals. However, although firms work with value creation for their customers, there is always a risk for the defection of customers. Firms need to gain knowledge about the reasons why customers decide to switch to another supplier. The aim of this study is to investigate why Swedish firms that operate in the industrial business-to-business (B2B) sector’s customers switch to another supplier, despite the supplying firms’ efforts in working with value creation. This is a qualitative study, where in-depth interviews have been conducted with employees at two different industrial, manufacturing companies. It was found that the aspects that have been stated as valuable for customers in business relationships; product quality, delivery, service, price, communication and distance, are also reasons why customers decide to leave a cooperation. Meaning that these aspects can create value for customers, however, when it is not managed properly there is a high risk that customers will switch suppliers since the value the firm created for the customer is not enough. In addition to this, factors that can be hard for firms to control, such as distance, time differences and language can have a great impact on customer value and retention.
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Kashora, Kudzai. "Leveraging mobile business intelligence to create strategic business value." Master's thesis, University of Cape Town, 2014. http://hdl.handle.net/11427/13218.

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Currently, there is a growing need for mobile Business Intelligence (BI) in the business world as the nature of work is changing and employees are more mobile than ever before. Mobile BI promises portability and pervasive access to BI, making it a topic high on many directors’ agendas; however the tangible and intangible benefits of mobile BI are still not well understood. Coupled with this, BI practitioners’ are sceptical about the real business value of delivering BI reports to mobile devices and how this undertaking can bring about organizational changes in the long run. As the field of mobile BI is still in its infancy, there is a lack of research which addresses the business value of mobile BI. The existing studies in this research area have been focused on adoption and implementation strategies. This study therefore attempts to address the gap by investigating how mobile BI can be utilised to enhance organizational performance and also contribute towards strategic business value. In light of this, an extensive literature review was conducted which revealed that mobile BI usage can result in benefits, such as improved employee performance management, organizational agility and customer satisfaction. A conceptual model was developed based on the literature and this model acted as the framework for investigating the research problem.
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Cook, Nicholas. "Middleware support for non-repudiable business-to-business interactions." Thesis, University of Newcastle upon Tyne, 2006. http://hdl.handle.net/10443/119.

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The wide variety of services and resources available over the Internet presents new opportunities for organisations to collaborate to reach common goals. For example, business partners wish to access each other’s services and share information along the supply chain in order to compete more successfully in the delivery of goods or services to the ultimate customer. This can lead to the investment of significant resources by business partners in the resulting collaboration. In the context of such high value business-to-business (B2B) interactions it is desirable to regulate (monitor and control) the behaviour of business partners to ensure that they comply with agreements that govern their interactions. Achieving this regulation is challenging because, while wishing to collaborate, organisations remain autonomous and may not unguardedly trust each other. Two aspects must be addressed: (i) the need for high-level mechanisms to encode agreements (contracts) between the interacting parties such that they can be used for run-time monitoring and enforcement, and (ii) systematic support to monitor a given interaction for conformance with contract and to ensure accountability. This dissertation concerns the latter aspect — the definition, design and implementation of underlying middleware support for the regulation of B2B interactions. To this end, two non-repudiation services are identified — non-repudiable service invocation and non-repudiable information sharing. A flexible nonrepudiation protocol execution framework supports the delivery of the identified services. It is shown how the services can be used to regulate B2B interactions. The non-repudiation services provide for the accountability of the actions of participants; including the acknowledgement of actions, their run-time validation with respect to application-level constraints and logging for audit. The framework is realised in the context of interactions with and between components of a J2EE application server platform. However, the design is sufficiently flexible to apply to other common middleware platforms.
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Herrmann, Lars. "Innovationsmanagement in Business-to-Business-Geschäftsbeziehungen eine informationsbezogene Perspektive." Wiesbaden Gabler, 2009. http://d-nb.info/995886415/04.

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Faria, António Jorge Monteiro Pedroso. "Gestão Relacional de Clientes em Mercados Business to Business." Dissertação, Faculdade de Economia da Universidade do Porto, 2009. http://hdl.handle.net/10216/55091.

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RIELA, STEFANO. "Business-to-business electronic marketplaces and EC competition policy." Doctoral thesis, Università Bocconi, 2003. http://hdl.handle.net/11565/4050832.

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Redelinguys, Elizna. "A framework to manage the re-organisation necessary in becoming an e-business : business-to-business e-commerce." Master's thesis, University of Cape Town, 2003. http://hdl.handle.net/11427/11358.

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Bibliography: leaves 187-202.
This thesis focuses on the development of a management framework that allows organisations to gradually evolve into a full-fletched B2B e-business. Every manager considering the implementation of a B2B e-business system as part of his business plan, need a rigorous approach for the successful implementation thereof. The successful planning and managing of e-business investments are of the utmost importance to sustain and create more shareholder value for the future. The main hypothesis stated by the author is that a framework is required to guide managers with the re-organisation necessary throughout the life cycle (including planning, implementation and sustaining) of a B2B e-business model. The author believes that this framework will contribute to organisations enhancing competitive position and thus, unlocking more shareholder value.
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van, den Brink Jakob Jan, and Jesper Martensson. "Entry mode decision for Swedish business-to-business firms internationalizing to India." Thesis, Högskolan i Halmstad, Centre for International Marketing and Entrepreneurship Research (CIMER), 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-28900.

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AbstractTitleEntry mode decision for Swedish business-to-business firms internationalizing to India. AuthorsJesper Mårtensson, Joep van den BrinkSubjectMaster Thesis in International Marketing KeywordsInternationalization, Entry Mode, BRIC-markets, Internal & External Factors, Effectuation & Causation. Question(s)How do internal and external factors influence the entry mode decision for Swedish business-to-businessfirms internationalizing to India?How can the entry mode decision process be characterized for Swedish business-to-businessfirms when internationalizing to India?How does the entry mode, used by Swedish business-to-business firms in India, follows the Transaction Cost Approach to entry modes and the Resource Based Approach to entry modes?PurposeThe purpose of this study is to get a deeper understanding of how internal and external factors influence the entry mode decision forSwedish business-to-business firms that internationalize to India. Furthermore, the study aims at bringing in a process-based view of the entry mode decision literature.The study also aims to investigate entry modes used in India to see how it followsthe recommendations of the transaction cost and the Resource Based explanation to entry mode choice. MethodQualitative multiple case study consisting of three cases. The data was collected through personal interviews. The cases have been analyzed using a within-case analysis and a cross-case analysis.ConclusionThe findings of our study show that firms evaluate just a few internal and external factors when internationalizing to India. As can be derived from our study, the product has an importantinfluence on the entry mode decision for the investigated firms. The more standardized a product is, the easier it is to penetrate the Indian market using low-control entry modes. The higher the complexity of the product, the more knowledge is required from the firm and thus, the higher the likelihood for a firm to internationalize to the Indian market using high-control entry modes. It is also shown that firms tend to rely on earlier experiences when internationalizing to India, whereas this could limit the firms for choosing the right entry mode. Furthermore, the specific market barriers for the Indian market have an influence on the entry mode decision as well. It is also found that firms that have a causational approach to foreign entry mode will not allow for a rapid switch in the level of foreign involvement before they have reliable information as a base for the decision. The firms with an effectual approach made their entry mode decision based on selecting an entry mode with low resource commitment, seeing their achieved turnovers in India as a bonus.
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Paltalidis, Nickos G. "A business model architecture framework (BMAF) for the architecting of business to business electronic commerce." Thesis, London Metropolitan University, 2014. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.617074.

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Business to Business Electronic Commerce (B2B EC) has over 20 years experienced unprecedented growth in practice. Practice has generated many theories, models, and frameworks. The extensive literature review curried out during this research a) has investigated the origins, the terms and the concepts of business models; b) has studied the architecture of existing models used for B2B EC, and c) has evaluated the frameworks in current use for the change and development of business models. The findings show that there is a huge variety of concepts, terminology, and definitions of the architectural components used to present business models. It has showed that overlaps and gaps exist between these concepts as each, researcher and practitioner tends to focus only on a specific aspect of the business model. The result is a mix of concepts with the same meanings but different names and vice versa. Also, traditional solutions have failed to successfully support the development of a business model for e-commerce as they do not provide full and complete support (at not enough level of detail), but only provide general guidelines or steps described in quite brief terms. This research focuses on the development of a framework for the architecting of e-business models, especially those used for B2B EC. A mixed research methodology was adopted using both qualitative and quantitative methods. In order to address the limitations identified, this research, classifies, rationalises and standardises business model architectural concepts into four thematic architecture domains namely: business, data/information, application, and technology. This new conceptualisation approach is the main axis of the proposed framework that enables the achievement of two goals a) to define the business model architecture for e-business and b) to support the process for construction/reconstruction of an e-business model. In particular, this research proposes a conceptual notation necessary for the description of business model architecture (BMA) and a business model architecture framework (BMAF) for developing e-business models. This research contributes to a broader understanding and enrichment of the B2B EC body of knowledge, and also expects to assist the different stakeholders (managers, business/IT consultants, IS designers) in representing an e-business strategy, designing the business model architecture and building e-business applications, appropriate (fit for purpose) for their business area. Finally, the developed framework (BMAF) was validated by a) using a web-based survey to evaluate the desing of the framework by experts and practitioners, b) applying the framework to two real world case studies to test and evaluate its validity and the applicability and c) carrying out interviews with the case studies’ stakeholders in order to establish how well the BMAF performs its objectives. The findings helped to revise, refine and finalise the framework.
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Payne, David S. "Sustainable business, resilient business: Entrepreneurial business strategies on the adaptive path to a sustainable future." Connect to online resource, 2008. http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&rft_val_fmt=info:ofi/fmt:kev:mtx:dissertation&res_dat=xri:pqdiss&rft_dat=xri:pqdiss:1460050.

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Lynn, Jason R. "Development of an online business-to-business gift box company." [Denver, Colo.] : Regis University, 2005. http://165.236.235.140/lib/jlynn2005.pdf.

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Khetavath, Nitish. "Innovation culture in business to business (B2B) consultancies – key factors." Thesis, Cranfield University, 2017. http://dspace.lib.cranfield.ac.uk/handle/1826/12724.

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Innovation has become a necessity for the survival of organizations. Recent academic and practitioner publications have focused on the importance of the culture of innovation and have identified a number of cultural practices (referred to as ‘factors’ in this thesis) that enable organizations to be innovative. To understand the factors of innovation culture further, a systematic literature review (SLR) was undertaken. The SLR identified 27 factors of innovation culture, but showed that there is conflicting evidence on which of these factors is most important for innovation. Further, the SLR showed there is only sparse evidence on the reasons why the 27 factors are important. From an academic research standpoint, there is thus a lack of clarity around the phenomenon of innovation culture. From a practitioner standpoint, managers do not have clarity on which aspects to focus, when trying to create a culture of innovation. These gaps in the extant literature led to two research questions (RQs): RQ1 – “What are the most important factors of innovation culture as perceived by managers?”; RQ2 – “Why are the factors (from RQ1) of culture considered to be important?” To investigate these questions, the PSF (Professional Services Firm) sector was chosen because: (a) such firms are constantly under pressure to differentiate themselves by offering innovative solutions to clients, (b) PSFs face a unique set of challenges to overcome in order to innovate, and (c) there are practically no studies on innovation culture in the PSF industry, providing an opportunity to make a contribution to knowledge. Three in-depth exploratory case studies were conducted using a complex research design employing multiple data sources (interviews, focus groups, documents, and observations). Although each individual case study identified a set of factors most relevant to its business context, the cross-case analysis identified 12 key factors of innovation culture relevant to all three cases. The findings from both individual cases and the cross-case analysis form the contribution of this thesis. The main contribution of this thesis to theory is that it identified 12 key factors of innovation culture and so clarifies the phenomenon. Compared to the literature, the study added two new key factors and also provided more empirical evidence for others that had previously been considered as less important. The thesis also highlighted that the industry (PSF)/sub-industry (e.g. IT, management, engineering consultancies) and organizational context determine what factors are relevant for innovation culture. From a practitioner standpoint, this thesis examined each of the 12 key factors and generated insights into how they contribute to addressing the challenges that inhibit the PSFs from innovating. These insights will be helpful to managers at a practical level to be able to create a culture of innovation.
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Schuppar, Björn. "Preismanagement : Konzeption, Umsetzung und Erfolgsauswirkungen im Business-to-Business-Bereich." Wiesbaden Dt. Univ.-Verl, 2006. http://deposit.ddb.de/cgi-bin/dokserv?id=2785642&prov=M&dokv̲ar=1&doke̲xt=htm.

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48

Schuppar, Björn. "Preismanagement Konzeption, Umsetzung und Erfolgsauswirkungen im Business-to-Business-Bereich." Wiesbaden Dt. Univ.-Verl, 2005. http://deposit.ddb.de/cgi-bin/dokserv?id=2785642&prov=M&dok_var=1&dok_ext=htm.

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Van, Rensburg Liezl. "Business to business process integration : technical and social implementation considerations." Pretoria : [s.n.], 2006. http://upetd.up.ac.za/thesis/available/etd-01232008-155050.

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Roper, Stuart. "Corporate branding: a reputational perspective in business-to-business markets." Thesis, University of Manchester, 2004. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.488279.

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