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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): 110-123
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.
dc.language.isoen
dc.publisherEmerald
dc.relation.urlhttp://www.emeraldinsight.com/Insight/viewPDF.jsp?Filename=html/Output/Published/EmeraldFullTextArticle/Pdf/1720120201.pdf
dc.subjectBusiness-to-Business marketing
dc.subjectInternational marketing
dc.subjectInternet
dc.subjectSuccess
dc.titleA cross-industry review of B2B critical success factors
dc.typeJournal article
dc.identifier.journalInternet Research
html.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.


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