DRIVERS OF RELATIONSHIPS AFFECTING B2B FIRMS IN AN E- COMMERCE ENVIRONMENT
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| Format: | Artículo científico |
| Langue: | en |
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Instituto Federal de Educação, Ciência e Tecnologia de São Paulo
2014
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| _version_ | 1876427849413427200 |
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| author | Irene Samanta |
| author_facet | Irene Samanta |
| contents | DRIVERS OF RELATIONSHIPS AFFECTING B2B FIRMS IN AN E- COMMERCE ENVIRONMENT Irene Samanta Mike Danson Administración y Contabilidad trust commerce commitment adaptat ion B2B relationships The advent of the internet has created numerous opportunities for B2B marketing professionals to enhance current marketing practices, including electronic relationships. However, the investigation of erelationships and the factors that influence e-relationships in an internet environment is scant. Further, there appears to be no investigation of this phenomenon within the context of Greek B2B Medium-sized firms (MSF). Τhe research problem investigated in this research is: “Which drivers in B2B e-commerce use affect inter-firm relationships in medium-sized B2B firms?”. A framework for B2B e-commerce relationships in a changing and globalized environment was synthesized and integrated with the literature about relationship marketing to arrive at the following research issues: “How do relationship marketing drivers affect the management of B2B erelationships?” An explanatory quantitative research approach was used and quantitative data was collected from B2B firms in Greece, which represents a case of e-commerce progress during the last six years. Regarding social exchange, some important differences emerge where cooperation between B2B e-commerce firms is concerned. Suppliers engaged in electronic commerce are more committed and oriented to along-term relationship than buyers, based on both previous and current experience with them. Confidence in the relationships, consistency and honesty with their obligations and the exchange of reliable, trustworthy information and advisory services between firms are important factors in the development and establishment of their e-relationships. The main contribution of this research is the development of e-relationships in medium-sized Β2Β firms. That framework is the first rigorously researched step towards understanding the importance of these powerful streams of relationship drivers in total, and the business activity of e-marketing and electronic relationships. 2014 artículo científico 2236-269X https://www.redalyc.org/articulo.oa?id=449544335014 en http://www.redalyc.org/revista.oa?id=4495 Independent Journal of Management & Production application/pdf Instituto Federal de Educação, Ciência e Tecnologia de São Paulo Independent Journal of Management & Production (Brasil) Num.3 Vol.5 |
| format | Artículo científico |
| id | redalyc_449544335014 |
| institution | Redalyc |
| language | en |
| publishDate | 2014 |
| publisher | Instituto Federal de Educação, Ciência e Tecnologia de São Paulo |
| spellingShingle | DRIVERS OF RELATIONSHIPS AFFECTING B2B FIRMS IN AN E- COMMERCE ENVIRONMENT Irene Samanta Administración y Contabilidad trust commerce commitment adaptat ion B2B relationships DRIVERS OF RELATIONSHIPS AFFECTING B2B FIRMS IN AN E- COMMERCE ENVIRONMENT Irene Samanta Mike Danson Administración y Contabilidad trust commerce commitment adaptat ion B2B relationships The advent of the internet has created numerous opportunities for B2B marketing professionals to enhance current marketing practices, including electronic relationships. However, the investigation of erelationships and the factors that influence e-relationships in an internet environment is scant. Further, there appears to be no investigation of this phenomenon within the context of Greek B2B Medium-sized firms (MSF). Τhe research problem investigated in this research is: “Which drivers in B2B e-commerce use affect inter-firm relationships in medium-sized B2B firms?”. A framework for B2B e-commerce relationships in a changing and globalized environment was synthesized and integrated with the literature about relationship marketing to arrive at the following research issues: “How do relationship marketing drivers affect the management of B2B erelationships?” An explanatory quantitative research approach was used and quantitative data was collected from B2B firms in Greece, which represents a case of e-commerce progress during the last six years. Regarding social exchange, some important differences emerge where cooperation between B2B e-commerce firms is concerned. Suppliers engaged in electronic commerce are more committed and oriented to along-term relationship than buyers, based on both previous and current experience with them. Confidence in the relationships, consistency and honesty with their obligations and the exchange of reliable, trustworthy information and advisory services between firms are important factors in the development and establishment of their e-relationships. The main contribution of this research is the development of e-relationships in medium-sized Β2Β firms. That framework is the first rigorously researched step towards understanding the importance of these powerful streams of relationship drivers in total, and the business activity of e-marketing and electronic relationships. 2014 artículo científico 2236-269X https://www.redalyc.org/articulo.oa?id=449544335014 en http://www.redalyc.org/revista.oa?id=4495 Independent Journal of Management & Production application/pdf Instituto Federal de Educação, Ciência e Tecnologia de São Paulo Independent Journal of Management & Production (Brasil) Num.3 Vol.5 |
| title | DRIVERS OF RELATIONSHIPS AFFECTING B2B FIRMS IN AN E- COMMERCE ENVIRONMENT |
| topic | Administración y Contabilidad trust commerce commitment adaptat ion B2B relationships |
| url | https://www.redalyc.org/articulo.oa?id=449544335014 |