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B2B电子商务模式研究 总被引:5,自引:1,他引:4
B2B电子商务的本质特征是在网络经济环境下,伴随企业间商务关系的变化而产生的企业经营运作方式的转变,从这个观点出发,本文提出三种B2B电子商务的基本模式,论述这些模式的内涵,并在此基础上探讨B2B电子商务的实施过程。 相似文献
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服装电子商务B2B2C模式分析 总被引:2,自引:1,他引:1
本文介绍了服装电子商务B2B2C模式的内涵和它的特点,在此基础上着重研究了B2B2C模式的实现条件,指出该模式在实施和运用中的关键要素,对该模式的实施和运用具有指导意义。 相似文献
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2005年,国内B to B电子商务迎来新一轮的投资热潮,IDG、新乔、INTEL等企业均对该市场表现出了极大的热情,而行业分析人士也纷纷对BtoB一致看好。国内互联网用户突破1亿,宽带环境的不断进步,尤其是在4月刚刚结束的电子商务年会中,电子签名法以及国务院关于促进电子商务发展的若干意见同时成为了大家热捧的主题。但透过这些表面繁荣,我们也不得不注意到国内电子商务服务,尤其是B to B电子商务服务本身所潜伏的种种问题,以便获得更多的理性。 相似文献
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Irvine Clarke III Author Vitae Theresa B. Flaherty Author Vitae 《Industrial Marketing Management》2003,32(1):15-23
A portal development frenzy is sweeping through commerce in an attempt to capture the growing business-to-business (B2B) Internet market. However, the very tactics employed to attract users have blurred the significance and, consequently, the effective utilization of portals in B2B strategies. This research analyzes the development of portals to propose a classification based on the informational/transactional, horizontal/vertical, and public/private dimensions of portals. Clarification of portal dimensions should provide B2B marketing managers with a superior focus in the production of efficient portal strategies for achieving business objectives. Strategic implications for acquiring and maintaining users and a five-step approach for developing an effective B2B portal strategy are presented. 相似文献
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Wim G. Biemans Author Vitae Maja Makovec Bren?i? Author Vitae Avinash Malshe Author Vitae 《Industrial Marketing Management》2010,39(2):183-194
As the body of knowledge on marketing-sales interface expands, there is a greater need to investigate the specific aspects of marketing-sales configurations in B2B firms. Using a qualitative methodology and interview data collected from over 100 sales and marketing professionals from the US, The Netherlands and Slovenia, this study presents a dynamic, evolutionary spectrum of four B2B marketing-sales interface configurations. These configurations are described in detail in terms of structure, communication patterns, information sharing, collaboration, and strategic outcomes. The findings show that no configuration is inherently superior. Our dynamic configuration spectrum offers managers a toolkit to evaluate their firm's marketing-sales interface in terms of current and desired positions, and contribute to their firm's market orientation and business performance. 相似文献
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The existing body of research knowledge on brand management has been predominantly derived from business-to-consumer markets, particularly fast moving consumer goods and has only recently started to expand in other contexts. Branding in business-to-business markets has received comparatively little attention in the academic literature due to a belief that industrial buyers are unaffected by the emotional values corresponding to brands. This paper provides a critical discussion of the fragmented literature on business-to-business branding which is organized in five themes: B2B branding benefits; the role of B2B brands in the decision making process; B2B brand architecture; B2B brands as communication enablers and relationship builders; and industrial brand equity. Drawing on the gaps and contradictions in the literature the paper concludes by proposing an agenda for future research. 相似文献
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In an ever-changing environment, business relationships are becoming increasingly complex. This particularly applies to the business-to-business (B2B) service sector due to its intangible nature. The combination of personal and organizational relationships further increases this complexity. However, trust can reduce uncertainty and complexity and help maintain commitment. Based on structural equation modeling and a sample of 1692 participants, this study provides insights into the drivers of trust in organizations and salespersons and their impact on commitment. The results show that both are important, but trust in a salesperson far surpasses the effect of trust in an organization. Furthermore, reputation and service quality influence trust in an organization, while social skills and low selling orientation affect trust in a salesperson. In summary, to the best of our knowledge, our study is the first to provide a comprehensive trust model in the B2B service market, and it might serve as a guide for future research. 相似文献
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Sunil Erevelles Thomas H. Stevenson Shuba Srinivasan Nobuyuki FukawaAuthor vitae 《Industrial Marketing Management》2008,37(8):940-952
The proliferation of co-branding in consumer markets has been given considerable attention in the literature, yet attention to the practice in business-to-business markets has been limited, despite the growing attention to the role of relationships in the B2B arena. In an examination of co-branding in the industrial sector, this paper discusses the use of ingredient co-branding and uses an econometric modeling approach to offer a rationale for why it occurs. The analysis provides insight into why downstream manufacturers participate in a relationship that strengthens the supplier's position in the market. We find that under the threat to the supplier of entry from a competitor whose costs are unobservable, co-branding relationships will be entered into resulting in a reduced probability of entry. This co-branding arrangement benefits both the incumbent supplier and the downstream manufacturer. The incumbent supplier benefits from the reduced probability of competitor entry, and the downstream manufacturer is rewarded with a lower price. Further, we find that the cost of the co-branded product is lower, due to a mitigation of double marginalization in a vertically-integrated solution. We examine co-branding relationships with and without advertising support and find that co-branding relationships with advertising support tend to be superior. 相似文献
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