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Wolverhampton Intellectual Repository and E-Theses > Business School > Management Research Centre  > Factors affecting the success of business-to-business international Internet marketing (B-to-B IIM): an empirical study of UK companies

Please use this identifier to cite or link to this item: http://hdl.handle.net/2436/15827
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Title: Factors affecting the success of business-to-business international Internet marketing (B-to-B IIM): an empirical study of UK companies
Authors: Eid, Riyad
Trueman, Myfanwy
Citation: Industrial Management & Data Systems, 104(1): 16-30
Publisher: Emerald
Issue Date: 2004
URI: http://hdl.handle.net/2436/15827
DOI: 10.1108/02635570410514061
Additional Links: http://www.emeraldinsight.com/Insight/ViewContentServlet?Filename=Published/EmeraldFullTextArticle/Articles/0291040102.html
Abstract: Business-to-business international Internet marketing is one of the key drivers in sustaining an organisation’s competitive advantage. The challenge for organisations today is to understand the factors that play a critical role in utilising Internet capabilities and their implications on business strategic objectives to enable them to compete successfully in the electronic age. Proposes 33 critical factors classified into five categories and validated empirically through a sample of 123 UK companies. Discusses the significance, importance and implications for each category and makes recommendations.
Type: Article
Language: en
Keywords: Critical success factors
Internet-based marketing
Business-to-Business marketing
UK
International marketing
B2B marketing
ISSN: 0263-5577
Appears in Collections: Management Research Centre

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