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Wolverhampton Intellectual Repository and E-Theses > Business School > Management Research Centre  > A cross-industry review of B2B critical success factors

Please use this identifier to cite or link to this item: http://hdl.handle.net/2436/26513
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Title: A cross-industry review of B2B critical success factors
Authors: Eid, Riyad
Trueman, Myfanwy
Ahmed, Abdel
Citation: Internet Research, 12 (2): 110-123
Publisher: Emerald
Journal: Internet Research
Issue Date: 2002
URI: http://hdl.handle.net/2436/26513
DOI: 10.1108/10662240210422495
Additional Links: http://www.emeraldinsight.com/Insight/viewPDF.jsp?Filename=html/Output/Published/EmeraldFullTextArticle/Pdf/1720120201.pdf
Abstract: Business-to-business international Internet marketing (B2B IIM) has emerged as one of the key drivers in sustaining an organisation’s competitive advantage. However, market entry and communication via the Internet have affected the dynamics and traditional process in B2B commerce. Difficulties resulting from these new trends have been cited in the literature. Research into identifying what are the critical success factors for global market entry is rare. This research presents a comprehensive review in this field. The study identified 21 critical success factors applicable to most of the B2B IIM. These factors were classified into five categories: marketing strategy, Web site, global, internal and external related factors. The significance, importance and implications for each category are discussed and then recommendations are made.
Type: Article
Language: en
Keywords: Business-to-Business marketing
International marketing
Internet
Success
ISSN: 10662243
00000000
Appears in Collections: Management Research Centre

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