| Abstract: | Abstract There is a growing need to look specifically at Internet integration into business relationship management tactics, beyond sustaining current customers. The Internet enables active implementation of a business buyer relationship management (BBRM) orientation through the facilitation of information sharing and buyer connectivity across various buying conditions. Using Internet tools, the goal of merely sustaining present buyers now appears insufficient. BBRM takes into account that these tools must be effectively utilized across a variety of buying situations including how sellers and buyers come together, stay together and inevitably remake their business relationships endure. BBRM makes effective use of Internet technologies despite various buying situations to enable seller-buyer relationship formation, maintenance and long-term continuation. |
