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dc.contributor.authorEid, Riyad
dc.contributor.authorTrueman, Myfanwy
dc.date.accessioned2008-01-08T14:00:54Z
dc.date.available2008-01-08T14:00:54Z
dc.date.issued2004
dc.identifier.citationIndustrial Management & Data Systems, 104(1): 16-30
dc.identifier.issn0263-5577
dc.identifier.doi10.1108/02635570410514061
dc.identifier.urihttp://hdl.handle.net/2436/15827
dc.description.abstractBusiness-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.
dc.language.isoen
dc.publisherEmerald
dc.relation.urlhttp://www.emeraldinsight.com/Insight/ViewContentServlet?Filename=Published/EmeraldFullTextArticle/Articles/0291040102.html
dc.subjectInternational marketing
dc.subjectB2B marketing
dc.subjectCritical success factors
dc.subjectInternet-based marketing
dc.subjectBusiness-to-Business marketing
dc.subjectUK
dc.titleFactors affecting the success of business-to-business international Internet marketing (B-to-B IIM): an empirical study of UK companies
dc.typeJournal article
html.description.abstractBusiness-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.


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