• Title/Summary/Keyword: B2B

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A Study on the Critical Failure Factors against B2B e-Marketplace Performance (B2B 중개기업의 성과 저해요인에 관한 연구)

  • Kwon, Suhn-Beom;Byun, Seong-Soo;Bae, Jun-Bum
    • Journal of Information Technology Services
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    • v.4 no.1
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    • pp.1-13
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    • 2005
  • Many buying and selling companies have participated in B2B electronic commerce in order to boost sales and cut down purchase prices respectively. There are some studies on buying and selling companies performances of using B2B e-marketplaces which provide electronic B2B transaction services such as finding transaction partners, providing on-line transaction process like auctioneering, etc. This study investigates the critical failure factors against B2B e-marketplace in other words B2B market-maker or B2B intermediary. We proposed 4 hypotheses asserting that 4 critical failure factors make reverse effects on B2B intermediary performances. We adopt the Balanced Score Card (BSC) framework to evaluate B2B intermediary performance. Data were collected from 46 respondents of B2B intermediaries in Korea. Analyses showed that traditional off-line B2B practices like refunding to buyer or transactions without legal documents and low quality of product information and catalog are critical failure factors against B2B intermediary performance.

A Case Study On the Construction B2B e-Marketplace (건설 B2B e-Marketplace 사례연구)

  • Choi, Jae-Hwa;Lee, Yoon-Ho
    • Information Systems Review
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    • v.6 no.1
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    • pp.141-153
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    • 2004
  • As $40%{\sim}60%$ of the construction project expense is used for the purchase and procurement of construction materials, construction companies are attracted by the promise of online procurement of construction materials through the B2B e-Marketplace. B2B e-Marketplace can save construction companies time and money spent through the off-line procurement. Construction B2B e-Marketplaces can energize the construction market dominated by major construction companies. It will expand the business scope of small and medium construction material suppliers and construction companies. Current B2B e-Marketplaces underperform in all industries due to low participation. Excluding some construction B2B e-Marketplaces led by major construction companies, most construction B2B e-Marketplaces show poor performance in terms of revenue and transaction. Researches are needed in the area of discovering the problems of current construction B2B e-Marketplace and identifying the factors for participating in the construction B2B e-Marketplace. This research conducts a case study to analyze the current status of construction B2B e-Marketplace.

E-Marketplace 모델 및 추진전략

  • 이영수
    • Proceedings of the CALSEC Conference
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    • pp.197-222
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    • 2001
  • ㆍ 패러다임의 변화 ㆍ 네트워크의 가치 ㆍ eBusiness 모델 및 발전방향 ㆍ 왜 B2B인가? ㆍ B2B 정의 및 분류 ㆍ B2B 모델 ㆍ B2B 구축모델 및 추진전략 ㆍ B2B 솔루션 ㆍ B2B 추진동향(중략)

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Design of a Messaging System for B2B Workflow (B2B 워크플로우의 메시징 시스템 설계)

  • Suh, Chang-Kyo;Kim, Jeong-Sam;Lee, Hyung-Seok
    • Asia pacific journal of information systems
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    • v.11 no.1
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    • pp.117-137
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    • 2001
  • B2B(business-to-business) commerce has become the prime driver of contemporary electronic commerce. Under B2B commerce, corporations often must operate across organizational boundaries to share their business processes. Workflow management was proposed by Aalst(4, 5) to support several business partners that are involved in shared workflow processes in B2B commerce. We designed a messaging system for B2B workflow, where heterogeneous workflow management systems on each organization for trade were integrated. Based on Aalst's example in(4, 5), we analyzed B2B workflow by using class diagram, use case diagram, activity diagram, and statechart diagram of UML, and designed the messaging system, We also demonstrated a prototype system which was implemented by using Java API and XML. To compare with a holistic system such as EDI systems, the messaging system allows the business partners in B2B commerce to communicate with each other by dedicated messages and integrate each B2B interoperable workflow without any restrictions.

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A study on B2B relationship values with customers in the Korean and Taiwan B2B market (한국과 대만 B2B시장의 고객과의 관계 가치(relationship value)에 대한 연구)

  • Park, Changhyun
    • Journal of the Korea Academia-Industrial cooperation Society
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    • v.17 no.4
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    • pp.440-447
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    • 2016
  • Faced with the recent global economic recession, academics looked to the industrial B2B and B2C markets as potential new growth engines. In the B2B market, focusing on the relationship with customers, the relationship benefits are important, and institutional factors will affect the relationship and relationship values with customers. In this study, the relationship values between South Korea and Taiwan are compared by considering their national characteristics. By applying a mixed research method based on sequential exploratory design, 6 relationship values (supplier knowhow, service support, time to market, delivery performance, personal interaction, and product quality) are extracted. In particular, South Korea and Taiwan give priority to supplier knowhow and service support, respectively. Our research findings have both theoretical and practical implications for other emerging countries, as well as developed countries.

The Effects of Suppliers' CSR Reputation on B2B Salesperson Burnout (B2B기업의 CSR명성이 영업사원의 소진(burnout)에 미치는 영향)

  • Jung, Chang Mo
    • The Journal of the Korea Contents Association
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    • v.21 no.10
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    • pp.388-408
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    • 2021
  • Recently, the importance of B2B CSR is being highlighted. Meanwhile, in B2B marketing, salesperson is widely recognized as a key resource influencing supplier firm performance. Therefore, the author paid attention to the role of supplier CSR reputation in customer-salesperson interaction process. So, this study collected dyadic data from 161 B2B purchasing managers and salespersons interacting with them. For customers, a supplier CSR reputation increased customer citizenship behavior and customer long-term orientation. With salespersons, they experienced less burnout due to interacting with customers having higher customer citizenship behavior and long-term orientation. Moreover, the results confirmed that a supplier CSR reputation lowered salespersons' emotional exhaustion through two serial-multiple mediation paths. This research verified that customers' perception and responses to supplier's CSR significantly influence B2B salesperson burnout.

The Interplay between B2B Marketing Activities and B2C Market Contexts, and Their Effect on B2B Sales Performance (B2B 기업의 마케팅 활동과 고객의 시장 환경이 매출 성과에 미치는 영향)

  • Kim, Sanghwa;Kim, Jeeyeon;Choi, Jeonghye;Chung, Yerim
    • Journal of the Korean Operations Research and Management Science Society
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    • v.41 no.4
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    • pp.55-73
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    • 2016
  • Marketing activities play an important role in determining sales performances for B2B companies; however, prior research implies that the effect of marketing activities in the industrial market cannot be inferred from findings in the consumer market due to their differences such as types of customers or products. We further note that B2C companies (i.e. B2B client companies) serve individual consumers, and thus, B2B sales performance can be better understood as consumer market contexts are also taken into account. In this research, we study B2B marketing activities and B2C market contexts, and their effects on B2B sales performance. To this end, we focus on three factors : sales calls conducted by B2B companies, and market commercialization and social interactions in regions where B2C companies operate. Our empirical analyses provide the following results. First, B2B sales performance improves in proportion to sales calls. When sales calls serve as the means to provide product information, they help client companies understand product benefits and make purchases accordingly. Second, B2B sales performance increases as B2C markets become more commercialized, but the effect of sales calls on B2B sales declines. Commercialized markets are more attractive to individual consumers and thus, lead to greater sales in the consumer market. However, the role of sales calls as information sources weakens as B2C companies share product information themselves and develop expertise in commercialized markets. Finally, B2B sales are greater in urban markets compared to suburbs. However, the effect of sales calls on B2B sales increases in suburban markets compared to the urban counterpart. Cohesive social interactions in suburbs hinder information diffusion among B2C companies, which in turn strengthens the role of sales calls as information sources. We theoretically contribute to the B2B marketing literature and managerially suggest strategies to improve B2B sales performance.

Determinants of Business-to-Business Adoption in Fishery Wholesale Firms (수산물 B2B 도입 영향요인 분석)

  • Kim, Jin-Baek
    • The Journal of Fisheries Business Administration
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    • v.36 no.2
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    • pp.53-69
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    • 2005
  • The recent emergence of electronic commerce could provide different opportunities to small firms in overcoming part of their technological, environmental, organizational, and managerial inadequacies. However, recent research provided a gloomy picture about electronic commerce uptake and use in small firms. Until now few small flrms adopted electronic commerce. This phenomenon gives us several implications. One of the implications is a need to generate more research to small firms' uptake and use of electronic commerce. So, this research aims at what is determinants in small firms' adoption of electronic commerce, especially business - to - business(B2B). Several previous studies were identified various influential variables in adoption of small firms' electronic commerce. To some extent, by industries these variables may be different in influencing B2B adoption of small firms. This study selected fishery industry's wholesale firms as survey domain. Then, It selected some variables from previous studios and group them in several factors for consistently comparing variable's influential power. Through hierarchical influencing model of B2B adoption, managers who worked for fishery wholesale firms were surveyed. Among the first level's factors of the model, business factor was identified as the statistically most influential factor in B2B adoption. Technological factor and environmental factor at the frist level were identified as relatively less influential factors. Among the second level's factors of the model, it was statistically significant only that technological usefulness factor was more influential than technological burden factor in B2B adoption. And among the third level's factors of the model, it was identified that formal plan and task team for B2B, top management support, and mutual beliefs of inter - firms were statistically more influential than related variables in B2B adoption. These results give us some implications. First, fishery wholesale firms recognized B2B as a new business paradigm, and technological problems as not obstacles in adopting B2B. Thus it would be possible to activate the fishery B2B if they were guided to getting B2B benefits and B2B's relative advantages. Second, they considered the power of influential factors might be different by B2B stages. That is, top management support was more important in the B2B introduction stage, and formal plan and task team for B2B and mutual beliefs of inter - firms were more important in the B2B operation stage.

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Quantitative Performance Analysis of Buyer-Carts in B2B EC: Buyer's Interactional Efforts Perspective (기업간 전자상거래에서의 구매자 쇼핑카트 정량적 성능분석: 구매자의 상호작용 노력 중심)

  • Lim, Gyoo-Gun;Lee, Jae-Kyu
    • Asia pacific journal of information systems
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    • v.14 no.1
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    • pp.59-77
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    • 2004
  • Even though B2B EC is becoming popular, there have been not so much studies about performance evaluation methodology for B2B systems. In this paper, after analyzing buyer-carts systematically focusing on the buyer's interactional efforts on the typical buying processes of each buyer-cart, we propose a quantitative performance evaluation model. For this, we categorize buyer-carts in B2B EC as s-cart, i-cart, and b-cart depending upon its residing sites: seller, intermediary, and buyer sites. And after proposing the desired features of buyer-carts in B2B EC as identification, collection, trashing, ordering, payment, tracking, recording, purchasing decision support, and transmission of records to e-procurement systems, we derive a performance evaluation model by calculating detail sub-processes from the desired features' viewpoints. By setting variables from a survey on the actual condition of using buyer-carts in companies in Korea, we try to evaluate the performance of buyer-carts in B2B EC. In this paper, we suggest a new methodology of performance evaluation for B2B systems, and show that the b-cart platform is more efficient than other buyer-carts especially in B2B EC.

기업간(B2B) 전자상거래 실태분석 및 활성화 방안 연구

  • 김철환;김용운
    • Proceedings of the CALSEC Conference
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    • pp.217-234
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    • 2000
  • ■ 연구목적 ㆍ 전자상거래의 80% 이상을 차지하는 기업 간(B2B) 전자상거래의 실태를 분석하기 위해 B2B의 최근 현황과 전망을 파악하고 ㆍ 이로부터 B2B의 애로사항 및 활성화 방안을 도출하여 ㆍ B2B를 중심으로 전자상거래 분야의 범 국가적 활성화를 도모하는 것 ■ 연구중점 ㆍ B2B의 수행 기업대상별 관점, 업종별 관점, 국제화 측면, 정부측면(법/제도, 표준), 시스템 및 기술적 측면, 온라인과 오프라인의 연계측면, B2C와의 연계측면 등 7개의 분야별로 구분하여 분석(중략)

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