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    A cross-industry review of B2B critical success factors

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    Authors
    Eid, Riyad
    Trueman, Myfanwy
    Ahmed, Abdel
    Issue Date
    2002
    
    Metadata
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    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
    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
    Journal article
    Language
    en
    ISSN
    10662243
    00000000
    ae974a485f413a2113503eed53cd6c53
    10.1108/10662240210422495
    Scopus Count
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    Faculty of Social Sciences

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