2.50
Hdl Handle:
http://hdl.handle.net/2436/26513
Title:
A cross-industry review of B2B critical success factors
Authors:
Eid, Riyad; Trueman, Myfanwy; Ahmed, Abdel
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.
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
Type:
Article
Language:
en
ISSN:
10662243; 00000000
Appears in Collections:
Management Research Centre

Full metadata record

DC FieldValue Language
dc.contributor.authorEid, Riyad-
dc.contributor.authorTrueman, Myfanwy-
dc.contributor.authorAhmed, Abdel-
dc.date.accessioned2008-05-16T11:40:30Z-
dc.date.available2008-05-16T11:40:30Z-
dc.date.issued2002-
dc.identifier.citationInternet Research, 12 (2): 110-123en
dc.identifier.issn10662243-
dc.identifier.issn00000000-
dc.identifier.doi10.1108/10662240210422495-
dc.identifier.urihttp://hdl.handle.net/2436/26513-
dc.description.abstractBusiness-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.en
dc.language.isoenen
dc.publisherEmeralden
dc.relation.urlhttp://www.emeraldinsight.com/Insight/viewPDF.jsp?Filename=html/Output/Published/EmeraldFullTextArticle/Pdf/1720120201.pdfen
dc.subjectBusiness-to-Business marketingen
dc.subjectInternational marketingen
dc.subjectInterneten
dc.subjectSuccessen
dc.titleA cross-industry review of B2B critical success factorsen
dc.typeArticleen
dc.identifier.journalInternet Researchen
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