Articoli di riviste: "B2B technology"

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Barrientos, Laura Gatica, Emma Rosa Cruz Sosa e Patricia E. Garcia Castro. "Considerations Of E-Commerce Within A Globalizing Context". International Journal of Management & Information Systems (IJMIS) 16, n. 1 (22 dicembre 2011): 101. http://dx.doi.org/10.19030/ijmis.v16i1.6726.

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The objective of this work, is to analyze the meaning of electronic commerce in our days taking into account the information technologies; it also will analyze their adjustments, their trends and applications of the same, in the Business to Consumer Relations (B2C), Business to Employee (B2E) and Business to Administration (B2A), Consumer to Consumer (C2C), Citizen to Government (C2G), Business to Government (B2G) and, Business to Business (B2B), as well as how information systems have been very useful to reduce costs, getting technology to change from being an operating support tool to become a strategy one, to increase the sales volume and the profits of the business as a result of this. The trend being taken by businesses and consumers has increased the participation of the companies which apply it in a comprehensive manner, since they reach international markets, while also face another kind of competition that takes place in a global market. We conclude that electronic commerce will remain a tool of great importance to efficiently manage the chains of supply between businesses and consumers through the Internet which allows an integration to reduce costs of ordering, distribution, administration and delivery of input materials.

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Feldmann, Anna, e Frank Teuteberg. "Understanding the Factors Affecting Employees’ Motivation to Engage in Co-Creation in the Banking Industry". International Journal of Innovation and Technology Management 17, n. 02 (aprile 2020): 2050015. http://dx.doi.org/10.1142/s0219877020500157.

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Increasing digitalization and new technological possibilities also entail substantial changes for working methods in the B2B (business-to-business) environment in banking. In this context, the concept of co-creation is critical. Although this concept and the motivation factors behind it have been thoroughly investigated in the B2C (business-to-consumer) sector, only a few research results exist for the B2B context. This study aims to bridge the current knowledge gap and investigate individuals’ motivation to participate in B2B co-creation. By using a case study and qualitative interviews, this study focuses on two aspects: (a) It reveals how a co-creation measure is used in practice in the B2B environment; and (b) it provides information on the motivation factors and outcome from the point of view of the participants in the B2B co-creation project. The paper concludes with an integrative model of the main motivation factors behind B2B co-creation and their effects.

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Gligor, David, Siddik Bozkurt, Ismail Gölgeci e Michael J. Maloni. "Does supply chain agility create customer value and satisfaction for loyal B2B business and B2C end-customers?" International Journal of Physical Distribution & Logistics Management 50, n. 7/8 (3 agosto 2020): 721–43. http://dx.doi.org/10.1108/ijpdlm-01-2020-0004.

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PurposeDespite the recent wealth of supply chain agility literature, scholars have yet to thoroughly examine its impacts on the customer experience. To address this gap, we assess the effects of supply chain agility on customer value and customer satisfaction, including the moderating role of customer loyalty, from the perspectives of both business customers (B2B) and end-customers (B2C).Design/methodology/approachWe used multivariate regression analysis to evaluate direct, indirect and conditional effects across survey responses from 148 senior-level supply chain managers (buyers) (Study 1) and 170 end-customers (i.e. consumers) (Study 2).FindingsThe results reveal that supply chain agility retains a direct link to both B2B and B2C’ value and satisfaction. However, a higher level of customer loyalty reduces the strength of these relationships, signifying that agility is less important with established customers. In this respect, agility is important to attract new customers, but more agility is not always beneficial once the customer relationship is established.Originality/valueThe current study is among the first to examine end-customer response to supply chain agility. The findings complement existing literature by providing novel insights into the impact of supply chain agility on both business customers (B2B) and end-customers (B2C).

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Hong, Ju, Rui Tu, Rui Zhang, Lihong Fan, Pengfei Zhang, Junqiang Han e Xiaochun Lu. "Analyzing the Satellite-Induced Code Bias Variation Characteristics for the BDS-3 Via a 40 m Dish Antenna". Sensors 20, n. 5 (29 febbraio 2020): 1339. http://dx.doi.org/10.3390/s20051339.

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The satellite-induced code bias variation of geostationary satellite orbit satellites and medium earth orbit satellites of the second-generation BeiDou Navigation Satellite System (BDS-2) exceeds 1 m, which severely affects the accuracy and stability of the ambiguity resolution and high-precision positioning. With the development of the third-generation BDS (BDS-3) with a new system design and new technology, analysis of the satellite-induced code variation characteristics of BDS-3 has become increasingly important. At present, many scholars have explored the satellite-induced code bias of BDS-3, but most of them focus on BDS-3 experimental satellites via normal geodetic antenna. Compared to normal geodetic antenna, the 40-m dish antenna from the National Time Service Center can accurately detect satellite-induced code variations with low noise and high gain. Thus, observational data from fifteen BDS-3 medium earth orbit satellites are collected with the B1I/B2b/B3I/B1C/B2a frequency bands on the day of year (DOY) 199–206 in 2019, the PRN numbers of which are C19/C20/C21/C22/C23/C24/C25/C26/C27/C28/C30/C32/C33 /C35/C37, via the 40 m dish antenna to analyze the code bias variation characteristics. The results show that the obvious satellite-induced elevation‑dependent code bias variations exist in the B1I/B2b/B3I/B1C/B2a frequency bands of C28, compared with other satellites. Similarly, the multipath (MP) combination of B3I has an obvious elevation‑dependent variation within a range of 0.1 m for C21/C24/C27/C28/C37 and elevation‑dependent variation of the B2a and B2b frequency bands also exists in most satellites with a range of 0.1 m. However, the MP combination values of some satellites are asymmetric with respect to elevation, which is different from BDS-2 satellites and especially obvious for BDS-3 satellites B1I and BIC frequency bands with elevation‑dependent variations of 0.2 m, indicating that the code bias variation is not uniquely related to elevation, especially for the B1I/BIC frequency bands. What’s more, the satellite-induced code bias variation of the BDS-3 satellites is greatly reduced compared with that of the BDS-2 satellites. In addition, the similar code bias variation appears at the Xia1 station with a normal geodetic antenna of B1I/B1C/B3I/B2a/B2b of C21, B3I/B2a/B2b of C24 and B2b of C28 among B1I/B1C/B3I/B2a/B2b of C21/C24/C27/C28/C37. The influence of the BDS-3 satellite-induced elevation‑dependent code bias on precision positioning and ambiguity fixing is worth further study using different antennas or receivers.

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Rogers, Beth, e Lillian Clark. "CABS: a conceptual model for context-aware B2B sales applications". Journal of Research in Interactive Marketing 10, n. 1 (14 marzo 2016): 50–66. http://dx.doi.org/10.1108/jrim-03-2015-0023.

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Purpose – This paper aims to propose a conceptual model that will guide development of mobile applications to support value-added business-to-business (B2B) sales activities. Design/methodology/approach – The paper reviews the concepts of context-aware applications and context-marketing, then examines B2B selling and the creation of value, utilizing Terho’s model of value-based selling, and presenting the potential role of context-aware B2B selling in creating value. Terho’s model is then combined with a taxonomy of context modeling to produce step-by-step a conceptual model for developing context-aware B2B sales applications (CABS). Findings – By mapping the context-aware application development taxonomy against each stage of Terho’s “value-based selling” model, the CABS model is proposed. This model provides a platform for the B2B salesforce, their customers and information technology (IT) staff to work together in developing requirements and prototypes for mobile B2B context-aware applications. Research limitations/implications – The CABS model would require empirical testing to assess its viability and suitability. This would initially be done via focus groups in targeted sales organizations. Practical implications – The CABS model could utilized by sales staff and their customers to develop requirements for mobile context-aware applications to support B2B activity. In addition, the CABS model could be utilized in joint application design processes to enable sales and IT staff to work together in developing prototype mobile applications. Originality/value – While context-aware applications are beginning to transform business-to-sale (B2C) sales activities, it is clear that B2B sales could also benefit from these types of applications, but little progress has been made in understanding or developing their potential. The CABS model enables B2B sales staff and their customers to recognize these benefits and facilitate working with IT staff in defining requirements and developing prototypes.

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Richard, Pierre J., e Timothy M. Devinney. "Modular Strategies: B2B Technology and Architectural Knowledge". California Management Review 47, n. 4 (luglio 2005): 86–113. http://dx.doi.org/10.2307/41166318.

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Weinstein, Art. "Target market selection in B2B technology markets". Journal of Marketing Analytics 2, n. 1 (marzo 2014): 59–69. http://dx.doi.org/10.1057/jma.2014.6.

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Bonnin, Gaël, e Mauricio Rodriguez Alfonso. "The narrative strategies of B2B technology brands". Journal of Business & Industrial Marketing 34, n. 7 (5 agosto 2019): 1448–58. http://dx.doi.org/10.1108/jbim-03-2019-0112.

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Purpose With the rise of digital media and content marketing, business-to-business (B2B) technology firms increasingly use narratives in their marketing strategy. If research has studied the impact of narrative on audiences, the structuration of the narrative strategies is still an overlooked area. The purpose of this paper is to understand the structuration of narrative strategies. Design/methodology/approach Authors studied the cases of narratives on the Internet of Things produced by two leading technology firms, IBM and Cisco, between 2012 and 2016. Material includes advertising campaigns, blogs, written customer cases, white papers, public speeches and selling discourses. Findings The research highlights the importance of metanarratives as the core of the structuration of seemingly different contents. It also shows how firms tap into fundamental mythic archetypes and broader sociocultural narratives to try and legitimate the emerging technology. Finally, research also introduces the concept of transmedia strategy and illustrates its use by the two firms studied. Research limitations/implications The results are based on only two cases of multinational firms, limiting the generalization of the findings. Practical implications The results of the research may encourage firms to use more narrative branding strategies. They also offer directions for the key elements to manage when elaborating a narrative strategy (defining key metanarratives, identifying and using broader sociocultural narratives, designing a transmedia strategy). Originality/value The paper is among the first to try to understand the structuration of narrative branding strategies. While exploratory, it contributes to research on B2B branding and digital branding by bringing the narrative into B2B branding research.

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Vatanasakdakul, Savanid, e Chadi Aoun. "Interorganisational Networks of Pressure and Influence". Journal of Information Technology Research 3, n. 1 (gennaio 2010): 13–27. http://dx.doi.org/10.4018/jitr.2010010102.

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The old paradigm in technology adoption focuses on the technical implementation and uptake of innovation. A new paradigm has emerged that considers the social, cultural, and political context in which innovation is implemented and addresses the enablers and constraints to its effective diffusion and utilisation. To that end, we apply the institutional theory as a social lens to examine the diffusion of B2B technology in Thailand. This study posits that mimetic, coercive and normative pressures may influence B2B technology utilisation and performance. Data were collected from firms that have adopted B2B technology in the tourism industry. The Partial Least Squares method was used for data analysis. Results show that normative and coercive pressures had a significant influence on firms’ utilisation of B2B technology, while normative pressure had a significant influence on performance. We conclude by hypothesising that only through addressing the social factors can innovation achieve ‘real’ diffusion and effectiveness.

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Shao, Hua Qing, Wang Bin e Yong Cheng Jiang. "A Validity Study on the Electronic Commerce Mode and Informatization Construction in the Perspective of Value Chain". Advanced Materials Research 756-759 (settembre 2013): 1003–7. http://dx.doi.org/10.4028/www.scientific.net/amr.756-759.1003.

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Electronic business activities of enterprise are changing the value creation process on every link of enterprise supply chain based on the rapid development of information technology. Constant innovations of electronic business model has had a powerful impact upon the traditional business model, and produced complicated influences on ERP platform interface of the enterprises and suppliers. Based on the value chain perspective, this paper makes data analysis by applying panel data model to electronic business model and enterprise informatization construction situation. The results show that the information construction of the case enterprise has promotive effect in analyzing the profitability of B2B, BMC and B2G models. Enterprise's information construction has limited positive facilitation to B2C mode, and negative effects may emerge because of cost problem.

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Lorca, Pedro, Javier De Andrés e Julita García-Diez. "Impact of E-Commerce Sales on Profitability and Revenue. The Case of the Manufacturing Industry". Engineering Economics 30, n. 5 (14 dicembre 2019): 544–55. http://dx.doi.org/10.5755/j01.ee.30.5.21254.

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E-commerce has grown significantly in recent years. Although the factors that contribute to the implementation of e-commerce have been studied in prior literature, little has been done about the impact that the introduction of e-commerce has on both profitability and revenue. This is important because, as Solow (1987) points out, the information technology expenditures do not always allow firms to achieve a better performance. For this purpose, the authors use the data from the Spanish Survey on Business Strategies (ESEE). The research covers an eight-year period (2008-2015). 2,544 Spanish companies belonging to the manufacturing sector were analysed. Results show that neither business-to-business (B2B) nor business-to-consumers (B2C) e-commerce seem to have influence on the revenue growth. Therefore, a substitution effect may exist between the sales by physical channels and e-commerce sales. However, the authors have found evidence that companies which adopt a high level of e-commerce (B2C and B2C simultaneously) immediately experience increase in their profitability. Moreover, if firms adopt only B2B or B2C the positive effects on profitability are achieved in the year subsequent to that of the measurement of the e-commerce status.

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Ogai, Yusaku, Yoshiyuki Matsumura, Yusuke Hoshino, Toshiyuki Yasuda e Kazuhiro Ohkura. "Centralized Business-to-Business Networks in the Japanese Textile and Apparel Industry: Using Network Analysis and an Agent-Based Model". Journal of Robotics and Mechatronics 31, n. 4 (20 agosto 2019): 546–57. http://dx.doi.org/10.20965/jrm.2019.p0546.

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This study deals with the estimation of the changes that occur in the Business-to-Business (B2B) networks in the Japanese textile and apparel industry by applying datasets of about 2000 companies from 2011/2012 to 2015/2016. Network analysis was used to examine the properties of the B2B networks. A factor of innovation in information and communications technology (ICT) and logistics technology was introduced into an agent-based model to demonstrate changes occurring in the related structures of B2B networks. The agent-based model was designed and tested based on qualitative information on Japanese textile and apparel industries. Consequently, network analysis revealed power-law properties and the structures of centralized hub companies. Moreover, in the simulation experiments, the centralizations of the networks generated by the agent-based model due to innovation in ICT and logistics technology were illustrated. Therefore, one of the predicted cases regarding changes that occur in the B2B networks was explained as centralizations to hub companies.

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Asare, Anthony K., Thomas G. Brashear-Alejandro e Jun Kang. "B2B technology adoption in customer driven supply chains". Journal of Business & Industrial Marketing 31, n. 1 (1 febbraio 2016): 1–12. http://dx.doi.org/10.1108/jbim-02-2015-0022.

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Purpose – The purpose of this article is to develop and propose a comprehensive framework that identifies the factors that influence a company’s decision to adopt business to business (B2B) technologies. Design/methodology/approach – The authors review the literature regarding technology adoption from multiple disciplines including: Supply Chain Management, Logistics, Sociology, Information Systems, Marketing and Economics. A synthesis of the review provides the foundation for developing a comprehensive model of inter-firm technology adoption. Findings – The review and synthesis finds inconsistencies in the theoretical models and constructs used in previous studies of inter-firm technology adoption. The comprehensive framework presented identifies four major categories of antecedents to technology adoption: characteristics of a technology, organizational factors, external factors and relationships. The presented model focuses attention on the inclusion of relational factors that affect the adoption of B2B technology. Research limitations/implications – An important area that has been ignored in the inter-firm adoption literature is the impact of inter-firm relationships on technology adoption. This paper emphasizes the importance of inter-firm relationships and identifies power, trust and justice as important relationships that influence the adoption of inter-firm technologies. Originality/value – The expanded framework identifies the antecedents of B2B technology adoption, which can be used as a guiding framework by both academics and practitioners. The paper also offers directions for future work in the form of propositions.

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Bo, Xi. "The Change in the Marketing Strategy of Commercial Retail Enterprises under B2B Model". Applied Mechanics and Materials 644-650 (settembre 2014): 6118–23. http://dx.doi.org/10.4028/www.scientific.net/amm.644-650.6118.

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The traditional B2B commercial model puts particular emphasis on the direct interaction between commodity providers and commodity buyers. With the development of information technology, the electronic commerce system of indirect B2B model has already emerged gradually. The buyer and seller are to realize the complete business process through comprehensively integrating logistics, information flow and cash flow based on intermediate platform .This paper has analyzed the functional component of system from foreground and background through taking the demand of indirect B2B model’s electronic commerce system as the pulling, it would demonstrate the key technology of transforming sales order into purchasing order ,and establish system architecture with high load and safety.

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Martínez-Caro, Eva, Gabriel Cepeda-Carrión, Juan G. Cegarra-Navarro e Alexeis Garcia-Perez. "The effect of information technology assimilation on firm performance in B2B scenarios". Industrial Management & Data Systems 120, n. 12 (14 luglio 2020): 2269–96. http://dx.doi.org/10.1108/imds-10-2019-0554.

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PurposeThe spread of the Internet in the business world has led to the development of new business-to-business (B2B) settings. Although a large number of companies have adopted B2B strategies, many of these fail to implement such strategies effectively. The most common barriers encompass the technology assimilation by users. This study investigates how IT assimilation can encourage potential and realised absorptive capacity and how these can, in turn, facilitate organisational agility and performance.Design/methodology/approachA survey was conducted in Spanish companies that make use of Editran, a platform to support B2B strategies. In total, 110 valid responses were obtained. Advanced analytical methods of PLS-SEM as fit measures and prediction procedure recently developed by Shmueli et al. (2019) were used.FindingsThe results show that there is a positive relationship between the three preceding constructs (IT assimilation, potential and realised absorptive capacity) and organisational agility. This study also finds support for a direct relationship between organisational agility and firm performance.Originality/valueThis study provides a further understanding and forecasting through the theoretical development and empirical investigation of the role of IT assimilation on firm performance in a B2B scenario by: (1) examining the link between IT and the firm's absorptive capacity and, more specifically, with the two subsets of potential and realised absorptive capacity, which have not received much attention from previous literature; and (2) exploring how an improvement in potential and realised absorptive capacity may place firms in a better position to develop their organisational agility.

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Hannås, Gøril, e Otto Andersen. "B2B Relationships in Modern Times". International Journal of Information Systems and Supply Chain Management 4, n. 3 (luglio 2011): 18–37. http://dx.doi.org/10.4018/jisscm.2011070102.

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Information technology (IT) enables businesses to integrate information systems across entities without altering the firms’ legal boundaries. New forms of inter-firm dependence and governance mechanisms may arise, due to the explicit investments made in technology and systems for collaboration purposes. There is an important distinction between general and customized investments in inter-organizational information systems (IOS), because the specificity level in IT exhibits certain characteristics that accentuate both the risk and value of inter-firm trade. Several research calls were made to validate governance theories on IOS. Based on a literature review, this paper provides a synthesis and integration of transaction cost economics (TCE) and IOS literature regarding governance forms. The paper discusses why the specificity level of IOS plays a central role in modern collaboration between firms, and how vertical electronic coordination (VEC) represents a mechanism for electronic governance forms and presents an agenda for future research.

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Veldeman, Céline, Ellen Van Praet e Peter Mechant. "Social Media Adoption in Business-to-Business: IT and Industrial Companies Compared". International Journal of Business Communication 54, n. 3 (21 febbraio 2015): 283–305. http://dx.doi.org/10.1177/2329488415572785.

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This article investigates Belgian business-to-business (B2B) companies’ perceptions of and attitudes toward social media, matching the findings with existing U.S., U.K., and Dutch research. Using survey data from a nonrepresentative judgment sample of 92 Belgian B2B companies, we show that 85.9% of Belgian B2B companies that participated in our research use social media to ensure their influence on target groups. The survey also reveals that 40.8% of IT companies implement a social media strategy against only 26.7% of industrial B2B companies. Relying on the technology acceptance model, we argue that IT companies are more inclined to adopt social media because they evaluate social media’s usefulness higher than industrial enterprises. Qualitative follow-up research (in-depth interviews with 11 B2B enterprises) further explains the observed differences and similarities between both sectors, analyzing perceived benefits and risks, social media knowledge, and strategies. We conclude the article by listing various suggested actions that can help B2B companies effectively leverage social media.

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Iyer, Karthik N. S. "Information Technology and Supply Chain Collaboration". Information Resources Management Journal 24, n. 3 (luglio 2011): 26–44. http://dx.doi.org/10.4018/irmj.2011070103.

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The utilization of advanced information technologies (IT) in interfirm collaboration has been thematic in current literature. Although conventional wisdom perceives that IT systems facilitate supply chain collaboration, this research provides an alternative perspective. Drawing on resource-based view and contingency ‘fit’ theory, the study investigates a model of relationships that specify how environmental uncertainty factors influence the nature of the association of two critical but distinctive IT capabilities with collaboration. Findings corroborate the positive association between collaboration and B2B e-commerce and IT analytic capability. However, demand unpredictability enhances the IT analytic capability-collaboration relationship while detracting from the B2B e-commerce-collaboration association. Notably, the study did not find any moderating influence of another critical uncertainty factor, technological turbulence. The findings reveal the complex nature of IT-collaboration relationships and provide managers a framework for understanding the uncertainty contexts under which specific information technologies with various functionalities may be more appropriately leveraged to derive benefits.

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Boyce, Wesley S., e Haim Mano. "An inquiry into the supplier selection decision from the business-to-consumer (B2C) perspective". Journal of Business & Industrial Marketing 33, n. 8 (1 ottobre 2018): 1221–30. http://dx.doi.org/10.1108/jbim-06-2018-0183.

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Purpose The purpose of this paper is to provide insights into what selection criteria consumers find critical when making the supplier selection decision. Much research exists on the business-to-business (B2B) perspective, so this research seeks to investigate the business-to-consumer (B2C) viewpoint. Design/methodology/approach A survey is used to identify the areas that consumers find to be important when seeking suppliers. Factor analysis is used to identify selection criteria that are important to consumers. Findings The results suggest that consumers value several factors quite highly, including delivery, price and quality. Service, flexibility and relationship are also rated relatively high, while consumer concern with technology and the environment seemed to be lower. Research limitations/implications This study is limited to a group of consumers represented by university students. Additional research methods may provide additional detail to supplement these results. Practical implications The consistency the authors found between firm and consumer preferences should make it a relatively simple process for firms to consider the desires of customers when dealing with their own B2B relationships. Originality/value The B2C perspective on the supplier selection decision has seen limited research coverage. The B2C collaboration perspective considers the contributions consumers can make in supply chain decisions, which may lead to new supply chain management strategies.

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Kumar, Muneesh, e Mamta Sareen. "Impact of Technology-Related Environment Issues on Trust in B2B E-Commerce". International Journal of Information Communication Technologies and Human Development 3, n. 1 (gennaio 2011): 21–40. http://dx.doi.org/10.4018/jicthd.2011010102.

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The virtual environment of B2B e-commerce interactions has been considered to be a barrier in building trust of trading partners. There is adequate empirical evidence that supports the relationship between various trust related technology issues such as security, privacy, authentication, etc. However, there is dearth of evidence confirming the causal relationship between environment related trust issues such as social-cultural characteristics, technology standards, and regulatory framework. Based on a survey of 106 Indian companies using inter-organizational systems, this paper makes an attempt to identify specific attributes of these three environment-related issues that have the potential to influence trust in B2B e-commerce.

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Oliveira, Tiago, e Gurpreet Dhillon. "From Adoption to Routinization of B2B e-Commerce". Journal of Global Information Management 23, n. 1 (gennaio 2015): 24–43. http://dx.doi.org/10.4018/jgim.2015010102.

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The authors present an in depth understanding of B2B e-commerce adoption and routinization across Europe. The research was informed by the technology, organization, and environment (TOE) framework. A sample of 7,172 firms across Europe was used. A seven factor model is presented that includes technology readiness, technology integration, firm size, obstacles, education level, competitive pressure, and trading partner collaboration, which inform B2B adoption and routinization. Based on adoption and routinization, clusters of European countries, are identified and factors presented that ensure movement from one cluster to the other.

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Pingali, Srinivas Rao, e Grishma Shah. "Digital transformation of TSG from a B2B to a B2C company". Emerald Emerging Markets Case Studies 10, n. 4 (23 novembre 2020): 1–21. http://dx.doi.org/10.1108/eemcs-05-2020-0172.

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Learning outcomes The main objective of this marketing strategy case is to understand why and how a firm should evaluate and rework its own business to stay competitive and aligned with external market forces. Case overview/synopsis Technical Solutions Group (TSG), was the India-based technical support division of Quatrro Global Services and focused on providing support to customers of large Original Equipment Manufacturers (OEMs) and software developers around the globe. Because of the increased competition and structural changes at the customer end, the business was facing flattened revenue growth and a drop in margins. TSG had to make strategic decisions on how to continue the business, either within the current paradigm of being a business to business business or transforming into a business to consumer business leveraging digital technology. Complexity academic level This case can be used in an undergraduate (upper level) or graduate-level course on marketing strategy, digital strategy or strategic management. Supplementary materials Teaching Notes are available for educators only. Subject code CSS 11: Strategy.

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Ortega, Blanca Hernandez, Julio Jimenez Martinez e Ma Jose Martin De Hoyos. "The Role of Information Technology Knowledge in B2B Development". International Journal of E-Business Research 4, n. 1 (gennaio 2008): 40–54. http://dx.doi.org/10.4018/jebr.2008010103.

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Siemieniako, Dariusz. "New perspectives on b2b marketing – connecting marketing and technology". Engineering Management in Production and Services 11, n. 3 (19 novembre 2019): 7. http://dx.doi.org/10.2478/emj-2019-0027.

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Kumar, Muneesh, Mamta Sareen e Susheel Chhabra. "Technology Related Trust Issues in SME B2B E-Commerce". International Journal of Information Communication Technologies and Human Development 3, n. 4 (ottobre 2011): 31–46. http://dx.doi.org/10.4018/jicthd.2011100103.

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There is increasing evidence that e-commerce adoption among SMEs is expanding rapidly. In spite of that, SMEs, particularly in developing countries, have not been able to adequately benefit from the new opportunities offered by e-commerce technologies. Previous studies have identified lack of trust as one of the major hurdles in achieving the potential benefits by the SMEs. This paper identifies technology-related trust issues that need to be addressed while building e-commerce infrastructure for SMEs. The evidence offered in the paper is based on a survey of the relevant practices regarding deployment and effective implementation of relevant technology tools to address these issues and enhance the levels of trust in e-commerce infrastructure. The paper also examines the relationship between the perceived level of trust and the level of assurance in respect of various technology-related trust issues. The paper suggests an approach of collaboration among the SMEs while building the e-commerce infrastructure and focusing their attention on the technology-related trust issues.

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Dhaigude, Amol S., e Gururaj Kidiyoor. "Obsolescence risk in B2B purchase of high technology products". International Journal of Enterprise Network Management 11, n. 3 (2020): 264. http://dx.doi.org/10.1504/ijenm.2020.10030598.

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Kidiyoor, Gururaj, e Amol S. Dhaigude. "Obsolescence risk in B2B purchase of high technology products". International Journal of Enterprise Network Management 11, n. 3 (2020): 264. http://dx.doi.org/10.1504/ijenm.2020.108730.

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Weinstein, Art. "Segmenting B2B technology markets via psychographics: an exploratory study". Journal of Strategic Marketing 22, n. 3 (6 febbraio 2014): 257–67. http://dx.doi.org/10.1080/0965254x.2013.876072.

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Asare, Anthony K., Thomas G. Brashear Alejandro, Elad Granot e Vishal Kashyap. "The role of channel orientation in B2B technology adoption". Journal of Business & Industrial Marketing 26, n. 3 (22 febbraio 2011): 193–201. http://dx.doi.org/10.1108/08858621111115912.

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Burnaz, Sebnem, e Pinar Bilgin. "Consumer evaluations on brand extensions: B2B brands extended into B2C markets". Journal of Product & Brand Management 20, n. 4 (19 luglio 2011): 256–67. http://dx.doi.org/10.1108/10610421111148289.

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Hashim, Nor Azzyati, Mardziah Hashim e Rogayah Abdul Majid. "An evaluation of business-to-business electronic commerce marketplaces (e-marketplaces) in Malaysia". Social and Management Research Journal 4, n. 2 (3 dicembre 2007): 101. http://dx.doi.org/10.24191/smrj.v4i2.5138.

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Abstract (sommario):

The development of business-to-business electronic commerce marketplaces (B2B e-marketplaces) has influenced the way businesses are conducted. The emergence of many types of e-marketplaces together with the increase use of e-marketplaces allows many organizations to become e-market makers in the electronic commerce environment. Nonetheless, too many B2B e-marketplaces could become a challenge with e-marketplaces have shown numerous successes and failures since early existence. With this background, this pap er discusses the characteristics and success factors of B2B e-marketplaces offered in Malaysia. A content analysis ofe-marketplace websites using the integrated model from the Extended Model of Internet Commerce Adoption (eMICA) and the Internet-Based B2B Stages of Growth enabled an examination of type, ownership, B2B features and B2B stages of growth. A few e-marketplaces were then selected as case studies to identify the success factors based on the Framework of the Critical Success Factors Analysis fo r E-Marketplaces. Overall, Malaysia B2B public e-marketplaces have shown positive growth development stages across time with high adoption of e-commerce website features. In addition,factors of strategic, functional, technology, build liquidity, create value and others were also essential for t e success of the e-marketplaces. Indeed, good marketing strategies, multiple income streams, value added information services and government initiatives are among keys to success.

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Lazarev, Gennadiy I., Tat’ayna V. Varkulevich e Viacheslav A. Andreev. "Digital transformation of russian economy: challenging the highest rank in the global innovation development". Nexo Revista Científica 34, n. 01 (13 aprile 2021): 74–81. http://dx.doi.org/10.5377/nexo.v34i01.11286.

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A simple prognostic method was applied to estimate the percentage ratio of the digital economy in Russia’s GDP relying on technology solutions expenditure and sectoral investment. The research indicates a significant impact of Russia’s digital sector on innovation development in B2B, B2G, and B2C segments. The prognostic analysis shows the extension of on-line education, social networking, e-commerce, private and corporate banking, and end-to-end technology solutions in manufacturing. The findings point at the opportunity for the sectoral investment extension and steady annual growth 7-8 % in the next few years. Due to requirements on updating the technological solutions in the related public services, the digital sphere can support the annual growth in the national economy by 1,0-1,2 % until 2024. Respectively the digital economy in Russia will be growing faster the world's average to provide the sector’s contribution of 8,0-8,1 % in GDP by 2024. The findings show the digital platforms are becoming a driver for innovation development integrating the production process, cloud resources, data analysis, and e-learning services. The research contains hints on improving the research efficiency and winning the talent battle that promises to improve the country’s global innovation and economic ranks.

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Zhao, Li, e Shouting Guo. "The Value Creation of B2B2C E-Business Mode based on SaaS". Journal of Electronic Commerce in Organizations 10, n. 3 (luglio 2012): 1–12. http://dx.doi.org/10.4018/jeco.2012070101.

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Due to the disadvantage of enterprise information construction in B2B and B2C business models, companies cannot keep up with immediate information in developing customer service, inventory management, and customer web front-end experience. Based on the SaaS information service concept, this paper solves business problems in information technology for introducing the integrated B2B2C E-business mode. To achieve participants’ utility optimization, the business processes based on value chain has been restructured, which reduces the transaction cost by information sharing. SaaS operators provide the professional value added services, including core services, forms services and extensive services.

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Fengel, Janina, Heiko Paulheim e Michael Rebstock. "Semantic Synchronization in B2B Transactions". Journal of Cases on Information Technology 11, n. 4 (ottobre 2009): 74–99. http://dx.doi.org/10.4018/jcit.2009072104.

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Despite the development of e-business standards, the integration of business processes and business information systems is still a non-trivial issue if business partners use different e-business standards for formatting and describing information to be processed. Since those standards can be understood as ontologies, ontological engineering technologies can be applied for processing, especially ontology matching for reconciling them. However, as e-business standards tend to be rather large-scale ontologies, scalability is a crucial requirement. To serve this demand, we present our ORBI Ontology Mediator. It is linked with our Malasco system for partition-based ontology matching with currently available matching systems, which so far do not scale well, if at all. In our case study we show how to provide dynamic semantic synchronization between business partners using different e-business standards without initial ramp-up effort, based on ontological mapping technology combined with interactive user participation.

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Zeng, Zhou Yu, e Jin Bo Song. "Review of the Development of Mobile Electronic Commerce". Applied Mechanics and Materials 738-739 (marzo 2015): 1201–4. http://dx.doi.org/10.4028/www.scientific.net/amm.738-739.1201.

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Mobile e-commerce is the use of electronic business mobile phone, PDA and palm computer wireless terminals of the B2B, B2C or C2C. It will be the technology of Internet, mobile communication technology, the short distance communication and information processing technology the perfect combination, so that people can carry out a variety of business activities at any time, any place, whenever and wherever possible, the realization of online and offline shopping and trading, online electronic payment and various trade activities, business activities, financial activities and related comprehensive services activities etc.. Study according to the latest data analysis of domestic and foreign electronic commerce development present situation, summarizes the key technology of WAP and J2ME in mobile environment, and the prospect of the future development trend of electronic commerce.

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Hallikainen, Heli, Saku Hirvonen e Tommi Laukkanen. "Perceived trustworthiness in using B2B digital services". Industrial Management & Data Systems 120, n. 3 (26 dicembre 2019): 587–607. http://dx.doi.org/10.1108/imds-04-2019-0212.

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Purpose The purpose of this paper is to examine how the perceived trustworthiness of a B2B service provider relates to a business customer’s intention to use digital services from that provider. The study investigates whether perceived trustworthiness, composed of ability, integrity and benevolence, explains behavioral intentions equally among all business customer segments, and how characteristics such as job level, decision-making role, technology readiness age and gender moderate these effects. Design/methodology/approach Drawing on a model of trust transfer mechanism, the study explores how perceived trustworthiness established in face-to-face interaction influences the use of digital services in making B2B purchases. Hypotheses are tested using a sample of 1,866 responses collected from customers of four B2B firms. Findings Ability is the most influential on the customer’s intention to transact through digital channels, while the effects of integrity and benevolence show more variation. The effect of perceived trustworthiness on the intention to use digital services is remarkably stronger among senior and middle management, high-level decision makers, the younger age segment, men and individuals high in technology readiness, compared to other segments studied. Originality/value The study contributes to the scant research on B2B customer behavior in the digital environment and incorporates individual characteristics specific to the industrial domain.

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Weinstein, Art, e William C. Johnson. "SEGMENTATION AND MARKET STRATEGY: QUALITATIVE INSIGHTS FROM B2B TECHNOLOGY EXECUTIVES". Journal of Marketing and Strategic Management, n. 10 (luglio 2016): 37–51. http://dx.doi.org/10.21607/jmsm.2016.0002.

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Wright, Len Tiu, Robin Robin, Merlin Stone e Dr Eleni Aravopoulou. "Adoption of Big Data Technology for Innovation in B2B Marketing". Journal of Business-to-Business Marketing 26, n. 3-4 (16 maggio 2019): 281–93. http://dx.doi.org/10.1080/1051712x.2019.1611082.

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Lee, Thae Min, e Cheol Park. "Mobile technology usage and B2B market performance under mandatory adoption". Industrial Marketing Management 37, n. 7 (ottobre 2008): 833–40. http://dx.doi.org/10.1016/j.indmarman.2008.02.008.

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Jiang, Wei, Teng Fei Dou e Bin Zhou. "Web-Based Interactive Visualization of Virtual Reality". Advanced Materials Research 760-762 (settembre 2013): 2104–8. http://dx.doi.org/10.4028/www.scientific.net/amr.760-762.2104.

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The integration of Internet and Multimedia Computer Technology provides new opportunities for e-commerce such as B2B/B2C. Web3D is emerging from the development of Internet and virtual reality. In this paper, we will use the specialty engine Unity3D as a development platform and JSP as a tool, to achieve the Web display system of virtual theater model, provided with accurate data, strong performance, virtual exhibition, interactive application. The platform across time and space limitations achieves a visual, vivid, more convenient information exchange to meet the demand for high-speed and efficient e-commerce information age for artistic performance enterprise publicity and marketing.

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Keinänen, Hanna, e Olli Kuivalainen. "Antecedents of social media B2B use in industrial marketing context: customers’ view". Journal of Business & Industrial Marketing 30, n. 6 (6 luglio 2015): 711–22. http://dx.doi.org/10.1108/jbim-04-2013-0095.

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Purpose – The purpose of this study is to clarify business-to-business (B2B) customers’ behavior regarding their social media use for B2B purposes and the antecedents of this behavior in the industrial marketing setting. It explores the influence of corporate culture, colleagues’ support and personal and psychological factors on customer behavior toward social media business use. Design/methodology/approach – The authors conducted an online questionnaire survey among key customer accounts of an information technology service company (N = 82). Partial least squares (PLS) path modeling was utilized to analyze the relationship between the dependent variable (social media business use) and the independent variables. Findings – Results show that private social media usage has the most significant relationship with the social media business use. Colleagues at work are also supporting B2B social media use and personal characteristics are also of importance. Surprisingly, perception of usability of social media for B2B use did not explain social media business use within our sample. Research limitations/implications – The chosen methodology, sampling frame and sample size may limit generalizability. Therefore, researchers are encouraged to test the proposed hypothesis in other settings, particularly as the diffusion of B2B social media increases. Practical implications – The paper provides insights into how marketing managers can make an impact with their social media marketing. For example, when planning social media activities, companies need to consider which social media services could serve their marketing and communication targets and would reach the customers. Originality/value – Studies related to social media in B2B, especially from a customer’s perspective, are still limited, and the authors do not know how customer firms value industrial marketing activities in social media. This novel paper provides insights into managers’ reasons for using social media and gives guidelines for B2B marketers on how to conduct social media marketing in the future.

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Gil-Saura, Irene, e Maria Eugenia Ruiz-Molina. "Logistics service quality and buyer–customer relationships: the moderating role of technology in B2B and B2C contexts". Service Industries Journal 31, n. 7 (maggio 2011): 1109–23. http://dx.doi.org/10.1080/02642060903100380.

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Tickle, Matthew, Dotun Adebanjo e Zenon Michaelides. "Developmental approaches to B2B virtual communities". Technovation 31, n. 7 (luglio 2011): 296–308. http://dx.doi.org/10.1016/j.technovation.2011.04.002.

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Shahwan, Yousef. "The Application Of EDI: Empirical Evidence". International Journal of Management & Information Systems (IJMIS) 17, n. 2 (27 marzo 2013): 97. http://dx.doi.org/10.19030/ijmis.v17i2.7713.

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Electronic Data Interchange (EDI) is one technology that has enabled B2B E-Commerce to speak to each other electronically in order to transmit information from sender to receiver in the format the receiver wants. B2B E-Commerce is no longer synonymous with EDI (Pathak & Baldwin, 2008). In UAE, EDI usage is in its early stage of implementation and research is highly tempted. This paper investigates the application of EDI in UAE by providing empirical evidence as to whether EDI application significantly and positively correlates to volume, cost, and profitability.

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Tsou, Hung-Tai, e Colin C. J. Cheng. "How to enhance IT B2B service innovation? An integrated view of organizational mechanisms". Journal of Business & Industrial Marketing 33, n. 7 (6 agosto 2018): 984–1000. http://dx.doi.org/10.1108/jbim-07-2017-0175.

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PurposeDrawing on the resource-based view, this paper aims to extend prior information technology (IT) B2B service research by building and empirically testing a theoretical model in which organizational agility mediates the relationship between organizational capabilities (IT capability and organizational learning) and service innovation performance, under conditions of entrepreneurial alertness.Design/methodology/approachThe theoretical hypotheses are confirmed by partial least squares analysis of survey responses collected from 170 IT B2B service firms.FindingsThe results reveal that the effect of either IT capability or organizational learning on service innovation performance is fully mediated by organizational agility, and organizational agility has a greater impact on service innovation performance under a high level of entrepreneurial alertness than under a low level.Practical implicationsThe results of this study provide specific managerial guidelines for how to effectively manage organizational mechanisms to enhance IT B2B service innovation performance.Originality/valueThis study contributes to the literature of service innovation, IT B2B (industrial) marketing and dynamic capability by providing theory-driven and empirically proven explanations to help managers better understand the IT capability-service innovation relationship from the perspective of organizational mechanisms (organizational agility, organizational learning and entrepreneurial alertness).

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Correa, Carlos, David Alarcón e Ignacio Cepeda. "“I am Delighted!”: The Effect of Perceived Customer Value on Repurchase and Advocacy Intention in B2B Express Delivery Services". Sustainability 13, n. 11 (26 maggio 2021): 6013. http://dx.doi.org/10.3390/su13116013.

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Express parcel delivery has increased significantly in recent years because of changes in technology and consumer habits, as has the number of express parcel delivery companies and the competitiveness among them. For an express parcel business to be sustainable, it must succeed in increasing customer perceived value (CPV). This study aims to investigate the business-to-business (B2B) performance between companies and their main express parcel service provider. The main objective was to analyze the impact of CPV on both the intention to repurchase services and the intention to recommend such services in the business-to-business (B2B) express parcel delivery sector. This study develops a research model that is analyzed in the express parcel sector in Spain using the variance-based structural equation technique, partial least squares (PLS-SEM), for data analysis. The findings reveal that with express parcel services in the B2B sector, perceived value was positively associated with the customer’s perceived satisfaction and trust, which in turn enhances the intention to repurchase and stimulates advocacy. In a market as competitive as the express parcel market in the B2B environment, customer perceived value is a critical factor in ensuring company sustainability.

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Tang, Guanghai, e Hui Zeng. "E-Commerce Model Oriented to Cloud Computing and Internet of Things Technology". International Journal of Information Technologies and Systems Approach 14, n. 2 (luglio 2021): 84–98. http://dx.doi.org/10.4018/ijitsa.2021070106.

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In recent years, the number of e-commerce netizen users in China has grown dramatically, and e-commerce users who shop online have also grown rapidly. In this competitive environment, the rapid development of e-commerce has also risen rapidly. Therefore, it is very necessary to actively carry out research on e-commerce models for cloud computing and internet of things technology. The purpose of this article is mainly to explore the research on e-commerce model for cloud computing and internet of things technology and establish a model for cloud computing and internet of things. It has data mining and distribution functions to test multiple indicators such as cloud computing facilities and enterprise performance. The research results show that the number of complaints on the e-commerce model based on cloud computing and internet of things technology is 2,368; the number of complaints on the B2B e-commerce model is 19,955; the number of complaints on the B2C e-commerce model is 5,016; the number of complaints in C2C e-commerce was 51,854.

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Koldyshev, Maxim. "INDUSTRIAL (B2B) MARKETING OF GLASS COMPANIES: MOBILE APPLICATIONS AS A SALES PROMOTION TOOL". Three Seas Economic Journal 1, n. 3 (18 dicembre 2020): 46–52. http://dx.doi.org/10.30525/2661-5150/2020-3-8.

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The purpose of the paper is a qualitative analysis of mobile applications as a sales promotion tool in industrial (B2B) marketing of glass companies. Industrial marketing of the glass industry is poorly studied in terms of digital technology development and integration as well as mobile applications as tools for digital marketing communications. B2B companies’ digitalization is at the initial stage. Methodology. This research builds on the concepts of digital B2B marketing, the digitization capability of B2B companies, customer relationship building, and customer focus. The research methodology is based on the case study of ABC company and the content analysis of information available on the ABC’s website in the public domain. A content analysis was conducted of the patent for a method for determining the coated glass coating type using an application and a light source. Results demonstrate problems related to digital marketing concepts integration, customer focus, and customer relations formation. The results show an active digital strategy use for the company’s business growth through software development and integration of end product interactive visualization tools. As a result, additional business value is formed: 1) end customer company focus; 2) product knowledge development and B2B services personalization; 3) manufacturers transfer some sales and communication functions to their customers, which solves the problem of staff rotation in the sales subsystem; 4) the application becomes a tool for customer behaviour analysis. Mobile applications complement any traditional product promotion channels. The main domestic industrial market challenge is the poor rate of readiness for digital changes: applications become an effective marketing communication tool only when customers use them. Practical implications. Companies in different industries can use the results to understand real issues of applications integration in marketing strategy and communication. These problems include the digital unpreparedness of the Russian domestic market to accept new technological solutions. Value/originality. This research proves that mobile applications increase sales and is effective if company personnel, end users and B2B customers actively use them. Applications complement traditional B2B marketing channels.

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Park, Changhyun, e Heesang Lee. "Early stage value co-creation network – business relationships connecting high-tech B2B actors and resources: Taiwan semiconductor business network case". Journal of Business & Industrial Marketing 33, n. 4 (8 maggio 2018): 478–94. http://dx.doi.org/10.1108/jbim-09-2016-0211.

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Purpose The purpose of this study is to identify the types and features of business relationship when the value co-creation phenomenon is extended to an early stage of the value chain, in which technological innovation is essential, in a high-tech business-to-business (B2B) market. Design/methodology/approach The methodology of building a theory from a case study is adopted in this study to propose an early-stage value co-creation network. Qualitative data are coded on the basis of grounded theory coding after collecting the triangulation data from multiple sources. Findings In a high-tech B2B market, three types of business relationships (supplier–customer mutual, supplier-centric and network-based business relationships) co-create values at an early stage of the value chain. Intellectual resource, efficiency resource and supplier-centric business relationships are uniquely found in this stage. Research limitations/implications This study provides new insight suggesting that the notion of value co-creation can be extended to early stages of the value chain in a high-tech B2B market. In addition, this research identifies vital business relationships and how these relationships develop successfully at an early-stage value co-creation network in a high-tech B2B market. Practical implications Technology development managers at an early stage of the value chain can co-create relationship benefits by building proposed business relationships integrating resources in a high-tech B2B market. In addition, marketing managers should consider the early stage as another source of value co-creation. Originality/value The notion of value co-creation is extended from the later stage to an early stage of the value chain in a high-tech B2B market. Consolidated framework of a value co-creation network integrating actors, resources and relationships, suggested in this study, will be valuable for further theoretical research and business application.

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Fritz, Melanie, Maurizio Canavari, Nicola Cantore, Jivka Deiters e Erika Pignatti. "Commercio elettronico e fiducia: analisi preliminare del potenziale in filiere agro-alimentari internazionali". ECONOMIA AGRO-ALIMENTARE, n. 2 (ottobre 2009): 63–83. http://dx.doi.org/10.3280/ecag2009-002004.

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Abstract (sommario):

- Business-to-business (B2B) e-commerce is an innovative use of information and communication technologies (ict) and refers to the exchange of goods and related information between companies supported by Internet-based tools such as electronic marketplaces (also called electronic trade platforms) or online shops. It provides opportunities for cost-efficiency in supply chain management processes and access to new markets. With regard to the food sector with its chain levels input - agriculture - industry - retail - consumer, B2B e-commerce would take place in the exchange of food products between all levels except retail to consumer (business-to-consumer ecommerce). B2B e-commerce demonstrated to be able to bring key advantages and potentials for European consumers and the European food sector, for instance easier traceability, cost-efficiency in supply chain management processes, better competitiveness, lower transaction costs, etc. In recent years, the availability of sophisticated B2B e-commerce technology improved tremendously and the applications became more powerful, flexible, and user-friendly. However, the "European e-Business Market Watch" initiative from the Directorate-General Enterprise and Industry from the European Commission showed that only large multinationals exploit the potentials of B2B e-commerce. smes instead, which create the largest share of turn over in the European food sector and therefore create jobs and welfare in Europe, are reluctant to take up existing B2B ecommerce technologies into their supply or selling operations. Trust issues were identified as one of the factors hindering adoption of this new technology among smes. In this paper, different food chain scenarios with their transaction processes and risks regarding food quality and food safety and related trust elements are analysed and differences in trust in several European food chains need to be considered within the context of the existing scientific literature. We identify food chains with trans- European cross-border exchange of food and international food chains in order to analyse the transaction processes and typical risks regarding food quality and food safety. The analysis focuses on trans-European cross-border and international food chains with their chain levels (e.g. production to wholesale trade, wholesale trade to industry, or wholesale trade to retail). In particular, it regards the food categories meat, grains, fresh vegetables, and fresh fruits and the particular risks regarding food quality and safety along the chains. The results are useful to identify relevant trust issues within the food supply chains, which can be addresses by innovative and trust building features of the B2B e-commerce tools.JEL Codes: M15, M16Key words: e-commerce, transaction risks, trust, trade stream analysis

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